Persuasion Techniques

Flashcards focusing on key persuasion concepts and techniques.

Pregiving

A persuasion technique where an individual gives something to another to elicit compliance.

Liking Explanation

Persuadies perceive individuals who offer them favors as kind and good.

Norm of Reciprocity

The social expectation that favors should be returned.

Foot-in-the-Door

A persuasion tactic that starts with a small request followed by a larger one.

Door-in-the-Face

A technique where a large request is made first, expecting rejection, followed by a smaller request.

That's-Not-All Tactic

A persuasion strategy where additional benefits are offered after the initial request.

Lowball Tactic

A persuasion method where a commitment is secured first, then the terms are made less favorable.

Bait-and-Switch Tactic

An initial attractive offer (bait) is followed by presenting a less desirable option (switch).

Disrupt-Then-Reframe Tactic

First disrupt normal thinking with unexpected elements, then present a persuasive request in a positive light.

Legitimizing Paltry Contributions

A method where minimal contributions are encouraged, reducing psychological barriers to complying.

Fear-Then-Relief Procedure

Inducing fear followed by sudden relief to create compliance.

Happiness-Then-Disappointment Procedure

Starting with positive emotions and then introducing a letdown to create susceptibility to influence.

Dump and Chase

A tactic involving persistent follow-up after an initial rejection to wear down resistance and foster compliance.

Value Discounting Effect

When an individual downplays the importance of what’s being offered as a defensive reaction against persuasion.