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Lecture 3

Lecture 3 Review: Reciprocal Concessions

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Western University
Psychology 3721F/G
Nelson Heapy

Lecture 3 Review: Reciprocal Concessions Reciprocal Concessions  Boy Scouts outside the liquor store o When people go to the liquor store, a lot of people feel like they are being indulgent in terms of those kinds of purchases o Usually involves some sort of organization such as the boy scouts that confront you as you exit the liquor store who asks you for finds o Don’t ask you for money, but ask you to buy some tickets for one of their events – e.g. the boy scout circus for $25  Mutual concession as compromise o The follow up is actually the plan – tell you that they are also selling chocolate bars for $5 – most people usually go for this o A psychologist formulated that this is a situation where you have a very unexpected gift being given to you – you offer me something that I turn down, then they offer a concession – the concession can be construed as the gift, in which we feel obligated to take – in return you feel obligated to give back a concession of $5 o What Cialdini argued is that what is in play is a cleverly hidden sense of a gift but it works just as powerful as straight forward gift giving that we talked about earlier o Comes with a variety of benefits – might be that you buy the $25 ticket, but if you don’t there is a strong likelihood that you will given them $5  Rejection-then-retreat o People already feel guilty being in the liquor store – provides a little uneasiness that we feel like we can relieve by providing these services with money o Gift in the form of a concession and must return a concession to relief guilt  Taking delinquents to the zoo o University of Utah students for subjects in study o Asked them if they would be willing to chaperone a group of adolescents who are juvenile delinquents – being given experiences of a kind that they have never had before – taking them to the zoo for the day o Most people say no to this offer – 17% agreement rate o The other condition was one where prior to making that request, the researcher asked something much more demanding – volunteering 2 hours a week every week to mentor adolescent juvenile delinquents for a period of 2 years o After the majority denied, he brings up the zoo question o The acceptance rate goes from 17% to 52%  The first request must be credible o A variety of contexts where people are using this strategy even if they are unaware they are doing so o Negotiations that go on in almost any context where there is money/a salary involved – offering a reasonable request but understand that it may be a little too expensive o The request has to be one that makes some kind of sense and viewed as one that may be extreme/high, it is made in good faith o You have to be able to support that your first request was, though high or extravagant, was justifiable or made in good faith o As soon as you are seen as greedy or extravagant, that undermines the whole process Door-to-Door Sales and Politics
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