Compiled_Book_Notes - "Influence Science and Practice Notes...

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“Influence: Science and Practice” Notes Chapter 1 – Weapons of Influence Fixed action patterns – rigid mechanical patterns, sequences are noteworthy in their similarity to certain automatic (click-whirr) responding by humans. Fixed action patterns tend to be triggered by a single feature. This feature can often prove very valuable by allowing an individual to decide on a correct course of action without having to analyze carefully and completely each of the other pieces in information in the situation. Advantage of shortcut responding lies in its efficiency and economy by reacting automatically to a usually informative trigger feature, and individual preserves crucial time, energy, and mental capacity. The disadvantage lies in its vulnerability to costly mistakes by reacting to only a piece of the information, an individual increases chance of error. Much of the compliance process can be understood in terms of a human tendency for automatic, shortcut responding. Most individual have developed a set of trigger features for compliance. Each of the trigger features for compliance can be used like a weapon (of influence) to stimulate people to agree to requests. Chapter 2 – Rule of Reciprocity One of the most widespread and basic norms of human culture is embodied in the rule of reciprocation. Reciprocation rule – requires that one person try to repay what another person has provided. All members of the society are trained from childhood to abide by the rule of suffer social disapproval. The decision to comply with another’s request is frequently influenced by the reciprocity rule. Three characteristics of the reciprocity rule o 1 – The rule is extremely powerful, often overwhelming the influence of other factors that normally determine compliance with a request. o 2 – Applies even to uninvited first favors, reducing our ability to decide whom we owe and putting the choice in other’s hands. o 3 – The rule can spur unequal exchanges; to be rid of the uncomfortable feeling on indebtedness an individual will often agree to a request for a substantially larger favor than the one they received. Rejection-then-retreat technique (compliance procedure, a.k.a. door in the face) – relies heavily on the pressure to reciprocate concessions. Start with an extreme request sure to be rejected, then retreat to a smaller request (one intended all along) which will be accepted (looks like a concession).
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Chapter 3 – Consistency A desire to be and look consistent within words, beliefs, attitudes, and deeds. This consistency is fed from 3 sources: o 1 – Good personal consistency is highly valued by society. o
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This note was uploaded on 03/30/2008 for the course ISS 210 taught by Professor Zimmerman during the Fall '08 term at Michigan State University.

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Compiled_Book_Notes - "Influence Science and Practice Notes...

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