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17 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Likeability |
Like |
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Scarcity |
Rare |
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Comparison |
Constant contrast of things |
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Because |
The word because increases success by ~30% in small requests |
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How these principles work |
A click, whirr response, they r instinctual responses and operate outside of our logical mind |
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6 major principles |
Consistency reciprocation Social proof authority liking scarcity |
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Common knowledge of principles |
most ppl know very little About the principles |
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manipulation |
often get victim to do the work. often to Subtle to be detected, viewed as natural forces not manupilation |
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Contrast principle |
we constanty Compare, exerbate differences, ex light to heavy then heavy seems heavier, |
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Reciprocation, Manipulation |
powerful, Uninvited favors work, Can Cause unfair exchanges, concession for a concession, over ask, perceptual contrast, works on desire to get out of debt, victim more satisfied and feel more responsible for deal |
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wht works On everyone |
no principle but very likely that 1 will work |
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Reciprocation basic |
The need to repay a kind gesture, prevent the Initiator of a relationship from getting screwed, ppl dislike being in debt, only applies to interpersonal things not $ or commercial exchanges, |
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Reciprocation problems (concession for a concession) |
If first request is to large effect backfires, |
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Commitment and consistency, manupilation |
Desire for consistency can forces actions against self intrest, use it as a way to bypass need for thought. More public the commitment the strongest the effect,consistency with action or statements made, small things can grow, more work= work better, more effort to get= more value, |
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Mental short cuts |
Snap decisions people make and tend to stick to ex. Expensive = good |
Expensive = good |
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Reciprication: works off wht principle |
Need to repay debts |
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Reciprocation won't work |
Situation isn't interpersonal. Doesn't work with business or $ is involved |
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