Influence

encountered in Chapter 1. That principle accounted for, among other things, the tendency of a man to spend more money on a sweat ...

the most defeatable candidate, George McGovern, would win his party’s nomination. A Republican victory seemed assured. The brea ...

In the context of Liddy’s initial extreme requests, it seems that “a quarter of a million dollars” had come to be “a little some ...

more reasonably priced model. Some proof of the effectiveness of this procedure comes from a report in Sales Management magazine ...

concerned the show-up rate of those who volunteered; and, again, the re- jection-then-retreat procedure was the more effective o ...

been previously instructed to bargain with the subject in one of three ways. With some of the subjects, the opponent made an ext ...

rejection-then-retreat tactic—the ability to prompt its victims to agree to further requests. Since the tactic uses a concession ...

daughter’s feelings were terribly hurt by a man whose method of avoiding the jaws of the reciprocity rule was to refuse abruptly ...

the Home Fire Safety Association in your town. Suppose she then asked if you would be interested in learning about home fire saf ...

to this smaller request as what (it is hoped after reading this chapter) you recognize it to be—a compliance tactic. Once done, ...

others in my department clustered around forty percent. I never told anyone how I did it until now.” Notice how, as is usually t ...

Chapter 3 COMMITMENT AND CONSISTENCY Hobgoblins of the Mind It is easier to resist at the beginning than at the end. —LEONARDO D ...

ticket—had been the critical factor. Once a stand had been taken, the need for consistency pressured these people to bring what ...

ency to be consistent really strong enough to compel us to do what we ordinarily would not want to do? There is no question abou ...

But because it is so typically in our best interests to be consistent, we easily fall into the habit of being automatically so, ...

members into the program. The program claimed it could teach a unique brand of meditation that would allow us to achieve all man ...

because there didn’t seem to be enough time to study. He had come to the meeting to find out if TM could help by training him to ...

fashion, they structure their interactions with us so that our own need to be consistent will lead directly to their benefit. Ce ...

same store where we were both buying our sons an expensive post- Christmas gift—that time a robot that walked, talked, and laid ...

“Wait. Think for a minute first. Why did you buy it this morning?” “Because I didn’t want to let Christopher down and because I ...