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Lecture 4

Lecture 4 Review: Reciprocal Concessions Part 2

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Psychology 3721F/G
Nelson Heapy

Lecture 4 Review: Reciprocal Concessions Continued  The ‘rejection and retreat’ approach to reciprocity Giving Blood  First, a Canadian study – mental health agency o Large request asked of participants – donating 2 hours a week for the next two years for a service agency  usually rejected o Then ask if you are able to donate a couple hours a week as a service organization  76% compliance with rejection and retreat approach vs. just asking a single request o When the request you want is preceded by a large request, you are more likely to get compliance than if you just asked the second question o Researchers wanted to see who actually showed up – in the condition where most people do agree to volunteer, 85% of the people actually show up and fulfill the bargain o Compared to the condition where fewer people agreed to go along (29%), but those who agreed only 50% showed up o Using this technique increases not only verbal agreement but actually showing up to what you agreed to do  Giving blood every six weeks, then donating again o Asked to give blood every 6 weeks for a period of 2 years – usually rejected – then followed by the request of giving blood the next time that the blood donation services come to town o Same sort of numbers – 78% agreed to go along in rejection and retreat condition, around 30% did in straight forward request o Once they have given blood, they were asked if they minded giving their phone number in case there was a further donation needed – the individuals in rejection and retreat conditions were significantly more willing to give their phone number (84% vs. 43%) Side Effects  The negotiation study o It seems that this technique just grows and grows in terms of its positive outcomes for the compliance practitioners o Negotiation study – 2 of you are going to be asked to divide up a pool of money that is made available to you in a given amount of time o You are the only real subject, the other one is in on the study o The opposition depends on the condition of the study  All for me o In one condition the confederate takes the position that given his financial circumstances he thinks that he should have all the money because he believed the other person has more money – is more needy, not that he deserves it more – sticks with this position the whole time  Most for me o The confederate says he wants most of the money and offers a similar position but says that it should be 60%/40%  All to most o The confederate begins by says he has no money and thinks he should have it all but over a course of negotiation agrees to 60%/40% o You find that the third condition is the most likely to get the subject to agree to the unfair request (around 90%)  Responsibility o Asked the real subjects in all the conditions who was the most responsible for the outcome of the results – 1(subject was) to 7 (the other person) o When you use the rejection and retreat strategy, you are most likely to think that you were in control of the situation even though you are walking away with less money o In all conditions, the confederate was the one that was calling the shots, but in the ‘all to most’ condition you are the most likely to think that splitting the money unfairly was up to you  Satisfaction o This leaves you fe
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