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INFLUENCE: The Psychology of Persuasion - Commented Book

Jan 15, 2023
10:10:20

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Quick takeaways

  • Reciprocity is a powerful rule influencing behaviors and can be strategically utilized for increased compliance.
  • The rejection-then-retreat technique is an effective compliance strategy leveraging reciprocity and perceptual contrast principles.

Deep dives

The Psychology of Compliance

Understanding the factors that influence compliance is crucial. Research in experimental social psychology reveals psychological principles that heavily impact people's tendency to comply with requests. These principles, termed as weapons of influence, play a vital role in persuasive tactics, affecting behaviors such as saying yes without thorough consideration.

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