Microsoft Word Chapter 1 done doc

That’s-not-all technique :
 
An initial request is followed, before the target person can 
make up or his/her his mind to say yes or no, a small incentive is 
offered by the person who is using this tactic sweetens the deal. 
For example, auto dealers sometimes decide to throw in a small 
additional option to the car for e.g., free full tank fill, offer of seat 

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cover, etc., in the hope that this will help them close the deal; and 
often, it really helps! Persons on the receiving end of the that’s-not-
all technique view this small extra as a concession on the part of 
the other person, and so feel obligated to make a concession 
themselves. 
 
D]
Tactics Based on Scarcity : 
Playing Hard to Get :
This technique involves the efforts to increase compliance by 
suggesting that a person or object is scarce, rare and hard to 
obtain.
A study carried out by Williams and her Colleagues (1993) 
as quoted in Baron, R. A., Byrne, D., and Branscombe, N. R. 
(2006) explains this phenomenon. Professional recruiters were 
arranged who were interviewing students at large universities to 
review information about potential job candidates. This information, 
which was presented in folders, indicated either that the job 
candidate already had two job offers (a hard-to-get candidate) or no 
other job offers (easy-to-get candidate), and was either highly 
qualified (very high grades) or less well-qualified (low average 
grades). After reviewing this information, the interviewers then rated 
the candidates in terms of their qualifications and desirability, the 
company’s likelihood of inviting them to interview, and the likelihood 
of considering them for a job. Results clearly indicated that the 
hard-to-get candidate was rated more favourably than the easy-to-
get candidates regardless of their grades. However, the hard-to-get 
candidate who was also highly qualified received by far the highest 
ratings of all. Since it is persons who receive high ratings that 
usually get the interviews-and the jobs-these findings, indicate that 
creating the impression of being a scarce and valuable resource 
(being hard to get) can be another effective means for gaining 
compliance.