Lecture 19: Compliance

A. Compliance Techniques Based on Friendship or Liking.

1. Ingratiation

B. Compliance Based on Commitment or Consistency.

1. "Foot-in-the-door"

2. Lowballing

C. Compliance Based on Reciprocity

1. Do favors, give gifts

2. Door-in-the-face

3. "That's not all"

D. Mindless compliance

1. That's not all part II.

2. Offering a "placebo reason"

E. Scarcity techniques.

1. Playing hard to get

2. Deadline technique

F. The Pique Technique.

G. Mood enhancing