728: Maria Konnikova | The Confidence Game
The Jordan Harbinger Show
Guilt Leads to Generosity
To increase the likelihood of someone agreeing to a favor, strategically start by asking for a much larger favor that they are likely to refuse. This tactic creates a sense of guilt, making them more inclined to say yes to a subsequent, smaller request. Numerous studies support the effectiveness of this method, as people prefer to view themselves as generous rather than dismissive. Allowing time between requests enables the target to reflect on their refusal and enhances the effectiveness of the second ask, as it minimizes the perception of a direct, transparent manipulation.
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