Title: Theory / Unimportant / Human / Manipulation / Influence

Question: In the sentence "Excuse me, may I use the Xerox, because I'm in a rush" what makes person accept often
Answer: "because". indeed "because I need to copy" works as well

Question: How to show that coupons works by themselves, and not by what they actually offer
Answer: use coupons with no actual discount. It works as well

Question: Some trick to make people think they have a nice price
Answer: makes the buyer believe that, by mistake, the price is currently lower than what it should be
Answer2: sell a big object first, and them a lot of small addition

Name: Rule for reciprocation
Definition: we should try to repay, in kind, what another person has provided us
Page: 22
Chapter: 2
Example: if a man sends us a birthday present, we should remember his birthday with a gift of our own
Example2: A soldier giving bread to enemy avoid beeing captured

Question: Why did Etiopia (really poor) sent money to Mexico, to help them during problem
Answer: Mexico did help years ago when Italy attacked Ethiopia
Page: 24
Chapter: 2

Question: Between liking someone, and having to reciprocate, which has the biggest effect on what you accept to give them
Answer: reciprocation
Page: 24
Chapter: 2

Question: What is the purpose of free try product
Answer: It triggers the reciprocity rule
Chapter: 2

Question: Why people offer to pay drink/dinner in a date
Answer: It trigger reciprocity rule

Question: What makes reciprocity rule so effective
Answer: reciprocity does not require the gift to be asked
Answer2: there is a social rule forbidding to reject gift

Question: Why reciprocity rule can trigger unfair exchange
Answer: having a debt is a huge feeling, you may want to remove this feeling, even at a high cost

Name: Reciprocal concession
Definition: If someone makes a concession to you, you have the instinct to make one to them

Name: rejection-then-retreat technique
Definition: make a larger request to me, one that I will most likely turn down. Then, after I have refused, you would make the smaller request that you were really interested in all along
Typ: Reciprocal concession
Counterexample: The initial proposition must be legitimate, otherwise the second rejection is even stronger

Name: contrast principle
Definition: the second item is fairly different from the first, we will tend to see it as more different than it actually is
Page: 18

Question: How to fight rejection-then-retreat technique ?
Answer: Have someone new hearing each new proposal. They won't compare to last proposal
Page: 42

Question: How to fight when someone use the rule of reciprocation as a trick ?
Answer: See the action of the other person as a trick, consider that you can them trick them
Chapter: 2

Name: Commitment trick
Definition: Make the person commit to do a thing before actually asking to do it. The compliance highly increases
Chapter: 3
Context: persuasion
Example: Toy seller make children want a toy they don't supply before christmas. Parent promise to buy it. Thus they buy a christmas toy, and later the wanted toy
Example2: can I ask your help ?

Question: What are the requirement of a foot in the door to be effective ?
Answer: The first step request an action
Answer2: The first step must leave a trace. It can persuade the person in the future it did made it
Extra: example

Question: Take a text, written by an author who did not have any choice and had to write it.
Make someone reads this text. How does this person reacts usually.
Answer: they believe someway the author actually thought what they wrote

Question: Why is there a contest, with large prize, to write the best testimonial for a product in supermarket.
Answer: A lot of people praise the product, and start to actually like the product
Section: 3

Question: Let's say you go to a home, to sell things. Law authorize the buyer to change its mind during 15 days. How to ensure it won't happen.
Answer: Make the buyer write theirself the selling contract, making them think they were the one wanting the sell
Section: 3

Question: Trick to force yourself to do some thing
Answer: Make a public commitment, to a lot of person you personally know. Think about them when you want to break the commitment
Section: 3

Question: What's the point of an initiation ritual ?
Answer: It's a commitment, a proof you cared about entering the group. It makes you believe the group is important
Section: 3

Question: When you try to force someone to write praise, which payement should you give in return.
Answer: Really small, to make him think it was not motivated by the payement

Name: throwing a lowball
Definition: Make a bargain which is better than competitor's, cancel it before actually signing the contract. The buyer like the car enough it will actually buy it nonetheless

Question: What's the point of remaining consistent
Answer: It's far easier not to reconsider everything everytime, and humans want as much as possible to avoid thinking
Page: p

Question: Why does solicitors asks how you are before asking to give to charity
Answer: If you profess that you are all fine, then you'll be more tempted to compare yourself with people which are in a bad situation and you'll accept to help them

Question: How did chinese ensure the collaboration of american prisonners
Answer: They ask first to do small things, such as state that america is not perfect.

Question: Why did Corean give only smal prize when the prisonner contested for the best text writting
Answer: Because, when a prisonner writes a text, if he gets a small prize, he still believes he wanted to write this. If given a big prize, the writting would not be seen as internal

Question: Why does the initiation ritual can't be some charity action
Answer: Because the initiation action must be done only toward initiation. It should not be possible to explain that the people did it for any external reason

Question: What helps a commitment become more efficient
Answer: the commitment should be public. You should believe other people will notice if you fail your commitment
Answer2: the commitment should be costly (e.g. initiation into a community)
Answer3: the commitment should have been done for internal motive (i.e. not because some forced you to say you commit)

Question: Why are there advertisements on tv late at night
Answer: People are tired, think less, and thus they works better