The experiment consisted of 8 confederates the actors and 1 real experimental person. They are, therefore, not amenable to inferential statistical techniques. Which is why, there are several compliance and persuasion techniques that are made use of quite liberally, not only in the area of marketing and sales, but in general life as well. At a later stage, when characteristics of the proposal are added or changed, the interlocutor is likely to keep agreeing. This means that as long as the request in consistent with or similar in nature to the original small request, the technique will work. Definition The tendency for people to think that others are paying much closer attention to them than they really are.
Hence proving that low-balling works. Finally, change the agreement to the one you actually wanted to pitch, which involves more expenditure for the person. Such a strategy is employed when the the higher price would generally seem unacceptable and would not find any takers. Initially you make a big request which a person can be expected to refuse. As a result, these so-called integrative negotiations give parties the potential to create win-win outcomes, or mutually beneficial agreements.
They have no emotional ties to the property, its just an investment to them. Definition Person factors include: mood, arousal, preference for consistency, self-monitoring, gender. Hence, this concludes the definition of Low Ball Technique along with its overview. They are different in that the former describes what should or should not be done, whereas the latter describes what most people actually do. In-group bias: it is exhibited whenever someone gives preferential treatment to members of a group to which he or she belongs. Definition Low-ball tactic: Gaining a commitment to an arrangement, then raising the cost of carrying out that arrangement.
They were also told that they could opt out of the study if they so wished. For example, people may find it psychologically meaningful to view themselves according to their race, culture, gender, age, or religion. Perhaps the most common of all hard-bargaining tactics, this one protects dealmakers from making concessions too quickly. The experiment was supposed to last 14 days, but it only lasted 6. The foot-in-the-door technique works on the principle of consistency Petrova et al. How to respond to the offer? Definition Tactics: self-promotion via staging performances, claiming competence, using the trappings of competence, making excuses and claiming obstacles self-handicapping.
Compliance without pressure: the foot-in-the-door technique. Term Describe the self-presentation strategy known as self-handicapping. Most people agree to the higher price. Give examples of how these factors might lead people to change their behavior. Within the next few days three others also had to leave after showing signs of emotional disorder that could have had lasting consequences. People who have fragile self-esteem, who have a strong desire to demonstrate their competence, and males. The low-ball was then introduced and they were told that they would have to be at the university at 7 am.
Definition Multiple audiences, appearing likable; competence checks, appearing competent; interpersonal cycle of self-promotion, appearing competent; different strategies for different audiences, conveying status and power. A typical example are airlines companies that, after all process steps to buy a ticket have been done, ask for fuel surcharge. In control group 2 pps were approached and asked to spend 2 hours per week as a peer counsellor to young criminals for around 2 years; again most said no. People high on this dimension have greater need for social approval. Both serve the purpose of helping individuals to convey status and power. When would people be likely to change their attitudes through each of the two routes? Business negotiators can negotiate by brainstorming creative solutions, identifying differences in preferences that can be ripe for tradeoffs, and building trust. Term You are new woman in a sorority and you are interested in displaying your status and power to impress other members.
Definition Social validation: People are more willing to take a recommended step if they see evidence that many others, especially similar others, are taking it. Term Name and define the two reasons that strong attitudes resist change. Term Describe the three goals of social influence and describe one strategy people use to achieve each goal. The types of cultures that tend to demonstrate higher rates of conformity are the ones that practice collectivism Asian cultures. Give an example of each.
Possible conflicts between appearing likable and conveying status and power: womenʹs self-presentation dilemma applies here as well; projecting modesty may prevent the use of the trappings of status and power; projecting modesty may prevent one from claiming associations with powerful or high status individuals. He is displeased but agrees to pay. Zimbardo was interested in finding out whether the brutality reported among guards in American prisons was due to the sadistic personalities of the guards or had more to do with the prison environment, he couldn't do that in a pre-existing environment. While waiting you think you have secured a good deal. The thought is, if you throw it offers at the wall home sellers often enough, eventually something will stick. A low ball offer occurs when somebody is offered an amount for an asset that is far less than what the asset is actually worth.
Term Name and describe the two person factors that can impact the desire for accuracy. To do so, you first will have to be able to identify them. Example of low-ball technique: a person asking a stranger to watch their dog as they visited a friend in the hospital. Hostility reduced significantly because of this. You decide to hire someone to testify in front of the city council.