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Persuasion: Part 1
Hidden Brain
What's Happening With Bob and the Boy Scouts?
In one study Dennis Reagan at Stanford University ran an experiment similar to what happened with Bob and the Boy Scouts. The strategy is to ask for a large enough favor that people will most likely say no to it, then the influence agent retreats to a smaller favor. This happens up all the time in labor negotiations for example where people start with very large requests and then they make concessions.
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