PSYC 100 Lecture 19: PSYC 100 Week 19-20

• School: Queen's University
• Department: Psychology
• Course: PSYC 100
• Professor: Christopher Miners

Document Summary

Change in behavior elicited by a direct request from another individual who is. Sometimes, though, people can take advantage of us. not an authority figure. Involves making a simple request, followed by a much larger request. ~ more likely to say yes to the second if you say yes to the first. Watch stuff at beach: 95% (vs. 20%) tried to stop the thief. The influencer secures agreement with a request but then increases the size of that request by revealing hidden costs. Still likely to make the purchase, regardless of the extra cost associated with it. Result from commitment: once committed to a decision, justify choice by reflecting all the positives. Involves asking for something bug, followed by something small. Ask for 20% raise when you want 10% More likely to say yes to the second request if you say no to the first one.