Class 4 - PersuasionClass#4 16:01 Recap FAPs are powerful...

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Persuasion Class #4 16:01 Recap FAPs are powerful automatic reactions to stimuli We can observe FAPs at work in persuasive communication Examples include the principle of perceptual contrast and the norm of reciprocity Both of those principles are viable expression …. Interesting “side effects” of DITF DITF actually increases the likelihood that people will carry out the behavior not just say “yes” DITF seems to make people feel ownership for the agreement. (they feel like they exercised their right to say no) DITF appears to increase people’s overall satisfaction with the exchange (they are more happy and satisfied) Reciprocity & DITF DITF effects are more likely when it is the same person making both request. (if it’s the different people you don’t feel the connection and that the same person who gave something in) The nature of reciprocal concessions = when the persuader eases up a bit so do we.
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