Foot-in-the-door technique The principle involved is that a small agreement creates a bond between the requester and the requestee. Even though the requestee may only have agreed to a trivial request out of politeness, this forms a bond which - when the requestee attempts to justify the decision to themselves - may be mistaken for a genuine affinity with the requester, or an interest in the subject of the request. When a future request is made, the requestee will feel obliged to act consistently with the earlier one.[5] The reversed approach - making a deliberately outlandish opening demand so that a subsequent, milder request will be accepted - is known as the door-in-the-face technique. Classic experiments[edit] In an early study, a team of psychologists telephoned housewives in California and asked if the women would answer a few questions about the household products they used. [edit] Environmental applications[edit] Examples[edit] "Can I go over to Suzy's house for an hour?" Charitable donation[edit] Notes
List of confidence tricks This list of confidence tricks and scams should not be considered complete, but covers the most common examples. Confidence tricks and scams are difficult to classify, because they change often and often contain elements of more than one type. Throughout this list, the perpetrator of the confidence trick is called the “con artist” or simply “artist”, and the intended victim is the “mark”. Get-rich-quick schemes[edit] Get-rich-quick schemes are extremely varied; these include fake franchises, real estate “sure things”, get-rich-quick books, wealth-building seminars, self-help gurus, sure-fire inventions, useless products, chain letters, fortune tellers, quack doctors, miracle pharmaceuticals, foreign exchange fraud, Nigerian money scams, charms and talismans. Variations include the pyramid scheme, the Ponzi scheme, and the Matrix sale. Count Victor Lustig sold the “money-printing machine” which he claimed could copy $100 bills. Salting [edit] Spanish Prisoner [edit] Persuasion tricks[edit]
Ben Franklin effect The Ben Franklin effect is a psychological finding: A person who has done someone a favor is more likely to do that person another favor than they would be if they had received a favor from that person. Similarly, one who harms another is more willing to harm them again than the victim is to retaliate.[1] Recognition of effect by Franklin[edit] In the words of Benjamin Franklin, who famously observed the effect and for whom it is named, "He that has once done you a kindness will be more ready to do you another, than he whom you yourself have obliged In his autobiography, Franklin explains how he dealt with the animosity of a rival legislator when he served in the Pennsylvania legislature in the 18th century: Having heard that he had in his library a certain very scarce and curious book, I wrote a note to him, expressing my desire of perusing that book, and requesting he would do me the favour of lending it to me for a few days. Effect as an example of cognitive dissonance[edit] Notes[edit]
Cold reading Basic procedure[edit] Before starting the actual reading, the reader will typically try to elicit cooperation from the subject, saying something such as, "I often see images that are a bit unclear and which may sometimes mean more to you than to me; if you help, we can together uncover new things about you." One of the most crucial elements of a convincing cold reading is a subject eager to make connections or reinterpret vague statements in any way that will help the reader appear to make specific predictions or intuitions. After determining that the subject is cooperative, the reader will make a number of probing statements or questions, typically using variations of the methods noted below. Subtle cues such as changes in facial expression or body language can indicate whether a particular line of questioning is effective or not. Other techniques[edit] Shotgunning[edit] "Shotgunning" is a commonly used cold reading technique. The Forer effect (Barnum statements)[edit] Warm reading[edit]
Decision Points Explanations > Decisions > Decision Points Description | Discussion | So what Description Across any single activity or a set of related activities, there may be points at which decisions have to be made. These are decision points. Unless there are clear decision points, people often will continue with the momentum of the current activity. In the design or management of an activity, more or less decision points may be deliberately inserted or omitted. Example A person is given five small bags of popcorn. In retail situations there are clear decision points along the way, such as to stop and look in a window, to enter the shop, to try on clothes and to buy particular things. Business decision-making is more difficult as it often requires a number of people to agree before something is purchased, particularly if it is expensive. Discussion Decisions take time, effort, energy and expense, which together is sometimes called the transaction cost. Decision is affected by desires. See also
Cialdini's Six Principles of Influence - Communication Skills Training from MindTools Convincing Others to Say "Yes" (Also known as the Six Weapons of Influence) How do you influence others? © iStockphoto/blackred You've come up with a fantastic idea for a new product. Now you need to convince everyone to support it. However, you haven't had much success with this in the past. Influencing others is challenging, which is why it's worth understanding the psychological principles behind the influencing process. This is where it's useful to know about Cialdini's Six Principles of Influence. In this article, we'll examine these principles, and we'll look at how you can apply them to influence others. About the Six Principles The Six Principles of Influence (also known as the Six Weapons of Influence) were created by Robert Cialdini, Regents' Professor Emeritus of Psychology and Marketing at Arizona State University. The six principles are as follows: 1. As humans, we generally aim to return favors, pay back debts, and treat others as they treat us. 2. 3. 4. 5. 6. Warning: Reciprocity
Guide to flirting Why do we flirt? Flirting is much more than just a bit of fun: it is a universal and essential aspect of human interaction. Anthropological research shows that flirting is to be found, in some form, in all cultures and societies around the world. Flirting is a basic instinct, part of human nature. According to some evolutionary psychologists, flirting may even be the foundation of civilisation as we know it. If flirting is instinctive, why do we need this Guide? Like every other human activity, flirting is governed by a complex set of unwritten laws of etiquette. We only become aware of the rules when someone commits a breach of this etiquette – by flirting with the wrong person, perhaps, or at an inappropriate time or place. This is a very obvious example, but the more complex and subtle aspects of flirting etiquette can be confusing – and most of us have made a few embarrassing mistakes. Where to flirt Parties Drinking-places Learning-places Workplace Participant sports/hobbies 1. 2. Posture
How to tell in 15 minutes whether someone likes you - by Bridget Webber Bridget Webber's image for: "Body Language that Shows when someone of the Opposite Sex Fancies you" Caption: Location: Image by: Wouldn't it be great to be able to tell within fifteen minutes whether someone likes you or not? The Eyebrow Raise The eyebrow raise is generally reserved for members of the opposite sex who like what they see, and it happens straight away. The Smile Although smiling can be faked, a genuine smile can easily be separated from a false one. A smile that is more of a grimace, or is delivered with lips firmly shut tight and downward turning corners of the lips, is a concerted effort rather than an indication that someone likes you. The Lean. If you are sat with a person who likes you, he or she is likely to lean in toward you as you converse. If you are standing, a person will stand close to you if he or she likes you, and give you full attention. Feet. Eye Contact Touching. When you like someone, you are drawn to touch him or her, even when you try not to! Mirroring.
Body Language Basics - Syncrat Publishing Throughout history it has been an advantage if an individual can read body language. Body language helps in everyday life from closing a business deal or trusting someone with your life, to recognising when someone is upset. Body language is the art of making an educated guess at a person’s feelings or intentions based on their posture, movement and positioning. To understand a person’s body language you need to take into account more than one aspect of their body language. Each action or stance in the following list means very little, unless there is more than one indicating the same thing. Arms Feet Head Chest Other
What Does Your Body Language Say About You? How To Read Signs and Recognize Gestures - Jinxi Boo - Jinxi Boo Art by LaetitziaAs we all know, communication is essential in society. Advancements in technology have transformed the way that we correspond with others in the modern world. Because of the constant buzz in our technological world, it's easy to forget how important communicating face-to-face is. When conversing old-school style, it's not only speech we verbalize that matters, but what our nonverbal gestures articulate as well. Body language is truly a language of its own. 10% from what the person actually says40% from the tone and speed of voice50% is from their body language. Lowering one's head can signal a lack of confidence. Pushing back one's shoulders can demonstrate power and courageOpen arms means one is comfortable with being approached and willing to talk/communicate
Body Language Signals: Eye Directions, Pupils Warning! Reading body language is like listening to someone. Listed here are the possible meanings of many different body language signs. The Eyes (Part II) - Squint during a conversation –> showing interest - Looking away –> possibly shy –> curious about the surroundings (some people naturally observe their environment more than others) –> showing interest in your other movements. Otherwise, it may be a sign that this person is attracted to you… Basically, looking at other parts of your body is part of the unconscious assessment people make about how suitable you are as a mate… Whether you like it or not, we all do this. How To Read Eye Directions Without going too deep into neuroscience, let’s look at how a person’s eye directions can tell you what they are actually thinking. You have probably heard that there are two main parts to the brain: - the right side: the emotional side, and - the left side: the logical side. This is predictable for right-handed people: When a right-handed person Why?