Chapter 6

• procedure of first offering an extremely
• favorable deal and then making additional demands after the other person
• has committed to the deal

acting in accordance with the wishes, suggestions, or direct requests of other people

maintaining or changing one's behavior to match the behavior or expectations of others

a norm that defines what is commonly done in a situation

• a tactic that operates to increase compliance
• by disrupting one's initial, resistance-laden view of a request and
• quickly reframing the request in more favorable terms

• method of eliciting compliance by first
• making an outrageous request and then replying to the refusal with a
• more reasonable request

• results from experience or education. Those
• individuals with more knowledge tend to have more power in situations
• where that knowledge is important. For instance, the physician will have
• more power in a medical emergency than the plumber.

method of eliciting compliance by first making a modest request and then following it with a larger request

what is morally accepted (enforced from social sanctions)

assigning a label to an individual and then requesting a favor that is consistent with that label

• a strategy in which someone makes a very
• attractive initial offer to get a person to commit to an action and then
• make the terms less favorable

the norm that we repay others with the form of behavior they have given us

behaving in accordance with the rules and commands of those in authority

a research approach in which the researcher infiltrates the setting to be studied and observes its workings from within

anything that connects an individual's identity more closely to a position or course of action

• Brehm's theory that we react against threats
• to our freedoms by reasserting those freedoms, often by doing the
• opposite of what we are being pressured to do

a change in overt behavior caused by real or imagined pressure from others

an interpersonal way to locate and validate the correct choice

method of eliciting compliance whereby someone makes an offer and then improves the offer before anyone has a chance to reply