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14 Cards in this Set
- Front
- Back
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What are the six principles |
Reciprocity, liking, consensus, authority, consistency, scarcity. |
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What are the three elements of ethical use of the principles? |
Honesty Win-win Genuinely available |
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What principle is most commonly used? |
Reciprocity |
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Identify a true statement about commitments. |
Voluntary is more effective |
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What are the three activators of liking? |
Similarity Compliment Cooperation |
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What are the three types of practitioner? |
Bunglers Smugglers Sleuth/detective |
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What is consensus or social proof? |
Looking at what others have done or said previously. |
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What is a true statement about commitments? |
Voluntary is more effective. |
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What principle did Cialdini not include? |
Contrast |
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Victim of the application of the six principles. |
Patsy |
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What is the name of an individual that has used the tool ineffective? |
Bungler |
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What is scarcity? |
Opportunities that appear more valuable when they are less available |
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What is persuasion? |
A science, not an art. |
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What is authority? |
Relaying on those with superior knowledge or wisdom for guidance on how to behave. |
