Liking: the Friendly Thief
1 like•1,799 views
This document summarizes five strategies that compliance practitioners use to get people to like them and comply with requests: 1) Physical attractiveness, 2) Similarity, 3) Compliments, 4) Contact and cooperation, and 5) Conditioning and association. It provides examples and studies for each strategy that show how merely exposing people to an idea or person in a positive context can influence them to like that idea or person without realizing it. The document concludes by advising readers to be aware of these "liking" techniques and to separate the person using them from what they are trying to sell in order to make informed decisions.
Liking: the Friendly Thief
- 1. Chapter 5 Liking:The Friendly Thief from Influence by Robert B. Cialdini Presented by: Ryan Andaya, Trang Bui, Jessica Cha, Lorena Diaz, Paul Riddle, and Rachel So
- 2. Definition and Strategies Rule: We prefer to say yes to requests of people we know and like. Compliance practitioners use this rule apply different strategies to get us to like them. Liking strategies: 1. Physical Attractiveness 2. Similarity 3. Compliments 4. Contact and Cooperation 5. Conditioning and Association
- 3. Strategy #1: Physical Attractiveness What is considered attractive?
- 5. Concept: “We like people who are similar to us” Think of someone you like (your significant other or best friend). Does he/she share something in common with you? Such as: similar backgrounds, interests, personality traits, religions, political views, and experiences. How does it impact what you think of them? Video: http://www.youtube.com/watch?v=a8RHtpHG2lQ Strategy #2: Similarity “Birds of a feather”
- 6. Similarity continued... Studies have shown that we are more likely to help those who dress like us. We tend to respond more favorably to the people who we perceive to be like us. For example, car salesmen are trained to mirror and match our body languages, tones, and verbal styles to get us to buy their cars!!! Think of an example of how a salesman/saleswoman tried to act like us.
- 7. Strategy #3: Compliments Concept: The information that someone fancies us can be a bewitchingly effective device for producing return liking and willing compliance. Beware: When people flatter us, they want something from us. We are suckers for flattery even if we know that the flatterer is trying to manipulate us. Although there are limits to how gullible we are, generally, we tend to believe praise and like those who give it even if most of the time it is untrue. http://www.youtube.com/watch?v=AVw06f6l6o4 (Jones & Wortman, 1973), (Byrne, Rasche, & Kelley, 1974).
- 8. Compliments continued... Experiment: Groups of men were given comments from a person who needed a favor. Some were given either positive or negative comments while others got a mix of both. Interesting Findings: 1. Men who received positive comments liked the flatterer best. 2. Still true even when subjects realized they were being manipulated. 3. Praises did not have to be true. Untrue praises received the same amount of liking as when they were true.
- 9. Strategy #4: Contact and Cooperation Concept: UNCONSCIOUSLY, we often don’t realize that our attitude toward something has been influenced by the number of times we have been exposed to it in the past. 1. Contact Examples: - Experiment by Bornstein, Leone & Galley in 1987 - Race
- 10. Contact and Cooperation continued... ** Cooperative learning exposes students to other members outside of their group to discourage rivalry and attempt to minimize competitiveness. 2. Cooperation: Examples: - Jigsaw classroom: to increase cross-group friendships - “good cop, bad cop”
- 11. Strategy #5: Conditioning and Association Concept: We have been UNCONSCIOUSLY conditioned to associate negative or positive connections between things. So, compliance practitioners link themselves and their product/idea with positive things so you like them and comply. 1. Conditioning Experiment: Gregory Razran (1938) “Luncheon Technique” Example: In the White House, legislators discuss matters over a meal in hopes of swaying votes. http://youtu.be/-63ysqT5nu0
- 12. Conditioning and Association continued... 2. Association Study: Mastercard emblem Example: Compliance practitioners use their likability and desirable things to make positive associations with their product. The connection doesn’t have to make sense, just positive, in order for us to comply.
- 13. Defend Yourself How can we prevent being swayed by these requesters? We have two options: 1. Reverse the process and dislike the person. 2. Let the “liking” techniques work on you BUT … - Become AWARE of their effects - Separate the person from the product/what they’re trying to sell: make a conscious effort to focus on the deal and the object - Then, make your decision!