COM CM 280 Lecture Notes - Lecture 18: Sheldon Cooper, Infomercial
14 Dec 2019
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Sheldon cooper: gets signed napkin from l. nemoy from penny, he gives her like 10 gift baskets; thinks it"s not enough, he wanted to give her something of equal value but felt he didn"t have enough. The office: brings bagels for the office you all owe me one , it"s very insincere. Works because people want to behave in ways consistent with view of them as helpful, charitable individuals. You see it a lot in sales (like cars) that people are emotionally invested in: if you want [this], it"s going to cost you extra . You get people to agree to something and up the ante. To prepare against low-balling: you must always be prepared to walk away. Seen a lot in police interrogation (good cop/bad cop) Create discomfort through fear, and then provide relief: relief reinforces second request, relief causes distraction due to mindlessness. Goal is to persuade recipient to do something they don"t want to do: example.
