I have always known that I am a gullible individual. To this
point, so does my family; they will not let me watch infomercials, the ads for
the SPCA (with the sad accompaniment), or anything else of that nature. After
thinking back overs some of the decisions I have made I have come to realize
that I am very likely to succumb to compliance
(Cialdini & Goldstein, 2004; Cialdini, 2007). That is, compliance can be seen as doing something or agreeing to do
something without a direct request (Cialdini & Goldstein, 2004; Cialdini,
2007). Through looking at this concept in more detail in terms of my life, I
have come to realize that I have fell prey and committed (or used) many
different compliance
techniques. Specifically, I use
the door-in-the-face
technique on my parents quite often (Cialdini & Goldstein, 2004; Cialdini,
2007). This techniques basically says that we can get people to comply to our
wants by initially asking for something that is so large, that it is out of the
realm of possibility and get told no (or rejected), which is then subsequently
followed by asking for something smaller that is most likely granted or agreed
upon (Cialdini & Goldstein, 2004; Cialdini, 2007).
As a child (and I have to admit, even to this day) I have
been an argumentative child. I have always been told I should go into
litigation or law because of my ability to keep arguing no matter what (my
father even has stated I should go into politics and utilize my skills for
filibusters – because I keep on talking). In line with this notion, whenever my
siblings or friends wanted to get something, or gain approval/permission to do
something, they would ask for my help. My skills specifically came in handy
when my sisters and I had had enough and it was time to finally convince my
parents to get a dog. Although most individuals might go the with the foot-in-the-door technique which
entails initially asking for a small request, which is then followed by later
asking for an even bigger request (Cialdini & Goldstein, 2004; Cialdini,
2007); thus we would just ask to go pet the dogs, walk them, ogle at them,
etc. and then later ask for the
dog. However, my parents were more attuned to the foot-in-the-door technique (i.e., they can pick up on it),
so I usually decided to go with the huge exaggeration, followed by a smaller
request (it proved to work for my family) (Cialdini & Goldstein, 2004;
Cialdini, 2007). That is, when it came time for a dog, I had all of my friends
come over and bring all of their dogs. When my parents then came home, I said
look mom and dad aren’t all these dogs so cute (there were about 10 -my friends
all owning multiple dogs). I then promptly stated, “I think we should get three
so that they can keep each other company”, (fully knowing that they would not
go for one let alone three very easily). My parents both had a petrified look
on their fact. Being attuned to this look, I promptly asked my friends to go
upstairs and wait for me while I talked to my parents. I turned to my parents
and they said that there was no way I could get three dogs. So I looked at them
and said, “That’s fine, but wouldn’t it be nice to have at least JUST ONE dog.
It would be easier to take care of one rather than three .” With this thought
in my parents head, they discussed and my sisters and I were able to get a dog.
He is the love of my life – and although my mom says it’s the biggest mistake
she has ever made, he is the best thing to happen to our family!
(n=640)
*** and for the weekly video*** (thanks to a friend...)
_________________________________________________________
Cialdini, R. B. (2007). Influence:
The psychology of persuasion. New York: HarperCollins
Cialdini, R. B., & Goldstein, N. J. (2004). Social
Influence: Compliance and conformity. Annual
Review of Psychology, 55, 591-621.
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