Ch 6 Part 2 - Click to edit Master subtitle style 8/31/11...

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Click to edit Master subtitle style 8/31/11
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8/31/11 Why? Small request Change in self-image Complianc e w/ new, larger request Sign petition   civic minded   display sign
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8/31/11 The low-ball technique Offer incentive to make a decision Make decision based on that incentive Meanwhile, come up w/ additional reasons why that decision is “sound” When original incentive is removed, decision “stands” based on new reasons
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8/31/11 Low-ball sales technique Couple trying to decide if they should buy a car Dealer says, “I’ll take $2000 off the price” You agree; now, start focusing on other good features of car that justify decision Dealer reneges—takes away $2000
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8/31/11 Why build dyads? Comfort and support Happily married people have stronger immune systems than unhappily married people. The more college roommates like each other, the fewer colds they have
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Why build dyads? Develop sense of self
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This note was uploaded on 08/31/2011 for the course COMST 101 taught by Professor Blankenship during the Spring '08 term at Iowa State.

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Ch 6 Part 2 - Click to edit Master subtitle style 8/31/11...

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