COMM 2367H Lecture Notes - Lecture 16: Small Favor

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Interpersonal Persuasion
“how to get what you want”
Focuses on the dyad (two- person unit) persuader and persuade
Centers on changing behavior- on including people to comply with the persuader’s requests
Examines the strategies people use to gain compliance (get their way)
Usually centered upon guilt
Sequential influence techniques
Influence the proceeds in stages
Foot in the Door
Start with something small and slow and then move on to something bigger
Stipulates that an individual is more likely to comply with a second, larger request if he or she
has agreed to perform a small initial request
Ex. The encyclopedia salesman
Bem’s self-perception theory
Suggests individuals who perform the small favor mau infer that they are helpful, cooperative
people, and this self-perception makes them want to add on more
Does not always produce compliance
Particularly likely to work when the issue is pro social issue
More likely to work when second request is a continuation or logical outgrowth of the initial
request
Not likely to succeed if the same persuader asks for a second favor immediately after the first
request
Door in the face
Start with a large request and then scales down to an appropriately modest request
Persuader makes a large request that is almost certain to be denied
After being turned down, the persuader returns with a smaller request, the target request the
communicator had in mind at the beginning
Second request can occur immediately after the first denial
This works because we feel guilty about turning someone down the first time
Reciprocal concession
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