Voluntarily performing an act because others also do it.
Performing an act at another's request
Conforming because the behavior of others provides useful info.
Conforming to be liked or accepted by others
Six Bases of Social Power
Useful way to classify how people influence each other
Providing or promising a positive outcome
Providing or threatening a neg. outcome
Having special knowledge or ability
The persuasive content of the message
Identifying with or wanting to be like another person or group
The influencer's right to make a request
First persuade the person to comply with a small request, then make a larger request
First ask for a large request, then make a smaller request
Make a deal and then improve the offer
Obtain agreement w/ a modest request, then reveal hidden costs to the requests
Making an unusual request to disrupt the target's refusal script
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