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Student CM 380 Sequential Tactics

Persuasion Lectures

Patrice Oppliger

on 23 October 2013

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Transcript of Student CM 380 Sequential Tactics

Sequential Tactics
Foot in the Door
Door in the Face
That's Not All
Bait and Switch
Foot in the Door: small initial request, gradually increasing
Door in the Face: start large, contrast with smaller request
Pregiving: "norm of reciprocity"
Low Balling: get agreement and then up the ante
That's Not All: add benefits before asking for a commitment
Bait and Switch: offer one promotion but offer a different one
Full transcript