Microsoft Word Chapter 1 done doc

 
Techniques professionals use for gaining Compliance : 
 
A]
Tactics Based on Friendship or Liking : Ingratiation : 
There are several techniques for increasing compliance 
through getting others to like us. This is called as impression 
management. These impression management techniques are often 
used for purposes of ingratiation i.e., getting others to like us so 
that they will be more willing to agree to our requests.

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There are many self-enhancing tactics of impression 
management such as improving one’s appearance, emitting 
positive nonverbal cues (e.g., smiling, a high level of eye contact), 
and associating oneself with positive events or people the target 
person already likes. In contrast, other-enhancing tactics include 
flattery, agreeing with target persons, showing interest in them, and 
providing them small gifts or favours. Research findings indicate 
that all of these tactics can be successful, at least to a degree, in 
increasing others liking for us. 
 
B]
Tactics Based on Commitment or Consistency :
 
The Foot in the Door :
A procedure for gaining compliance in which requesters 
begin with a small request and then, when this is granted, escalate 
to a larger one (the one they actually desired to be agreed). Once 
the target person says yes to the small request, it is more difficult 
for that person to say no to a larger request, because if they don’t 
agree it would be inconsistent with the first response. 
 
The Lowball :
It has been seen that auto dealers sometimes use the 
lowball technique. This involves offering an attractive deal to 
customers but then, after they accept, changing that offer in some 
way.
Rationally, customers should refuse: but in fact, they often 
accept less attractive deal because they feel committed to the 
decision of buying the car. To explain it futher, in this technique, a 
very good deal is offered to a customer. After the customer 
accepts, however, something is manipulated to show that it 
necessary for the salesperson to change the deal and make it less 
advantageous for the customer-for example, an “error” in price 
calculations is found, or the sales manger rejects the deal. The 
totally rational reaction for customers, of course, is to walk away. 
Yet often they agree to the changes and accept the less desirable 
arrangement.