PSYC 308 Lecture Notes - Lecture 21: Ingratiation
Document Summary
Explicitly making a request, then changing the behaviour bases on such request. Power of these techniques manifest almost automatically due to our mechanistic responses. Easy to use once you know how they work. You comply because you are reciprocating the response. An obligation to respond to the request. Initially present with something that"s large and unreasonable. Then presents with a smaller and more reasonable one. Ask people to go ask for money for 7 days. More likely to donate in the ditf condition. Feels like that the requester is backing up. You are more likely to feel that the request is doing something for you so you should so something back for them. Use opportunity to feel good about self so let"s agree to the smaller request. As soon as someone agrees to the smaller quest, they feel like they"ve returned a favour so their duties are done her.
