Mind & EverydayFact

Ask for something absurd first, then the real thing.

In 1975 Cialdini asked students to mentor teenagers weekly for two years. Almost everyone refused. Right after, he asked for a single zoo trip: 50% agreed – versus 17% when only the trip was requested. Backing down feels like a concession, and people reciprocate concessions.

Useful: When someone follows your no with a “smaller” offer, check whether you actually wanted it.

Source: doi.org

SozialpsychologieUeberzeugenVerhandlung

Difficulty:

Related cards

Why a tiny request sets up the big one.In 1966, Freedman and Fraser asked homeowners to put a huge “Drive Carefully” sign in their front …
Your strongest negotiating weapon is plan B.BATNA stands for “Best Alternative To a Negotiated Agreement” – your best option if the negotiation …
More witnesses, less help – usually.A 2011 meta-analysis of 105 studies confirms the bystander effect: in groups, everyone feels less …
Whoever names a number first usually wins.In 2001 Galinsky and Mussweiler had pairs negotiate over a factory. When the buyer made the first …
Your nerves are far less visible than you think.Gilovich, Savitsky and Medvec showed in 1998 that people greatly overestimate how well others can …
They liked the conversation more than you think.In 2018 Boothby and colleagues had strangers talk, then estimate how much the other person liked …
You like things simply because you see them often.Starting in 1968, Zajonc showed that people rate a symbol, face or word more positively the more …
Nobody noticed your embarrassing T-shirt. Really.In 2000 Gilovich had students wear a Barry Manilow shirt into a seminar room. They estimated about …

Keep reading

This card belongs to the topic Mind & Everyday. Every card is short, cites a source and can be saved – due ones come back by themselves later.

About Doomlearn · Projects · Legal notice · Privacy · Terms