October 8 - October 8, 2010 Influencing Others Weapons of...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
October 8, 2010 Influencing Others “Weapons of Influence” – Robert Cialdini Scarcity – act now or lose out Appeals to authority – they know what they’re talking about Some techniques that play on our “mindlessness” Blind followers are more impulsive Standing in line at a copy machine – confederate comes up and says, “Can I cut in line?” 63% people said yes. However, if they said, “Can I go ahead of you, I’m in a hurry” 94% said yes If they said, “Can I cut, I need to make copies” 93% said yes When we are mindless, we respond more automatically Commitments/Consistency Once we make a choice (or take a position) we will encounter personal and interpersonal pressure ot behave consistently with that position Personal: If I did this one thing, why wouldn’t I do this other? Interpersonal: If you like this, then you’ll LOVE this. “Foot in the door” technique
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 3

October 8 - October 8, 2010 Influencing Others Weapons of...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online