01:830:101 Lecture Notes - Lecture 25: Eye Contact, Groupthink, Stanley MilgramPremium
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Persuasion and Manipulation:
•Throughout your life you will make decisions about matters. Some will be
important and some will be trivial.
•It is important to understand and remember the techniques of persuasion
that you have learned about in this module, for those who try to change your
attitudes or behavior may not necessarily have your best interests at heart.
•Established lasting relationships
–How do we choose our friends?
•Proximity - we are likely to become friends with people who live near us and
become familiar to us.
•Mere exposure - the more often we see someone or something the more
likely we are to start to like the person or thing.
–Similarity – we are drawn to those who are like ourselves in background,
attitudes, interests and other important ways.
–According to exchange or equity theories we seek people with whom we feel
we can make equitable transactions of goods and services.
–Consider Pre-Cana, Marriage Encounter, many seminars
Psychology of Attraction:
Physical Attractiveness: Once proximity affords contact, the next most
important thing in attraction is physical appearance.
●Most people think that attraction is simply left up to your physical
appearance, but this just is not the case now.
●Body motions and language that express desires and self confidence are all
examples of the psychology of attraction.
●Eye contact, a slight grazing of the hands, a meeting glance.
●It is what you put out as your personality and how confident you are in
yourself that make people interested in you.
●You are what you make of yourself, it all comes down to that.
–Conformity is the maintenance or alteration of one’s behavior to match the
behavior and expectations of others. It occurs when people yield to real or
imagined social pressure. You conform to pressure.
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