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Negotiations week 7
| Question | Answer |
|---|---|
| Cialdini's 6 influence tactics | liking, reciprocity, social proof, consistency, authority, scarcity |
| liking | - people do things for others that they like |
| similarity attraction principle | we like ppl who are similar to us |
| reciprocity | - give what you want to recieve - old nickel trick: when charities ask for donation, give nickel to encourage reciprocity |
| social proof | - people will follow what others similar to them are doing - strategies: use majority, highly respecited people -descriptive norms is what ppl typically do, injunctive is what should do |
| consistency | - ppl want to act in ways consistent with commitment/ identity - when sign something, more likely to stick to it |
| authority | ppl defer to authority, expert |
| scarcity | ppl want what they think is hard to get, limited time offer, exclusive |
| general rule of thumb for ethicality | if find info through invasive methods or faking something, unethical |
| How to use persuasion ethically | build real relation, be transparent |
| reciprocity norm | dont give too much at start, no hidden agenda, dont use invasive research |
| SIN Survey | measures how you stand on ethical practicies |
Created by:
emilysun77