persuasion: a deliberate attempt to influence that attitudes or behaviors to another person
peripheral route persuasion: when people are influenced by incidental cues (ex. a speaker's attractiveness)
central route persuasion: method of convincing others to make a decision based on facts and evidence of the merits of the outcome
foot-in-the-doorphenomenon: the tendency for people who have first agreed to a small request to comply later with bigger ones
role: set of expectations about a social position
cognitive dissonance: when we become aware that our attitudes and actions don't coincide, so we have to change our attitudes or behaviors
four-wallstechnique: series of carefully worded questions makes you realize that you have no good reason for not purchasing the product
low-balltechnique: when you commit to a low-ball offer and then are hit with other prices and interest but you are still committed to the object so it is hard to say no
reciprocity norm: we feel obligated to return a favor when someone does something for us
door-in-the-facephenomenon: making a large request that you know someone will say no, so when you ask for something smaller, it sounds more reasonable
that's-not-allphenomenon: when someone makes an offer and(before you can commit) applies pressure for you stay consistent with your earlier commitment
rule of commitment: once you make a public, it applies pressure to stay consistent with it