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Foot-In-The-Face, And Reciprocity: Article Analysis

Decent Essays

It has been examined that human behaviors change when different technical factors are involved, such as Foot-In-The-Door, Door-In-The-Face, and Reciprocity. These techniques link by the understanding of how one person can be spoken into compliance that directs getting something they want. All three of these connect because it is usually that as one person asks for something, almost always they ask for something in return. In a sense, Reciprocity fits in as one of the techniques that are most commonly used because it could be to respond to a positive action with another positive action. Shown in the 2nd article, written by David A. Gutman, “Reciprocity…is the basis for interpersonal bonds that define a society and an integral part of traditional …show more content…

In the article, it states, “…demonstrated that obtaining a person’s compliance with a small request substantially increases the likelihood of that person’s compliance with a subsequent, larger request” (Wheeler, 2). Generally, as people start to negotiate a similar request, they generally have the tendency to ask for a larger request once the smaller one is accepted. This technique works because a person would make the minimal first request, which they know they’ll get a yes and have the person in compliance. Then, their next step includes starting to bargain for a higher favor or price. I know this strategy works because in most cases, when children are pretty young, they start off asking for small things such as money or to hang out with a friend. Once approved, they ask for more about the subject. For example, when the child asked to hang out with a friend, they may ask to sleep-over at the friend’s house or to go out with the group of friends. Cialdini explains chapter 2 of his book that Foot-In-The-Door could be described as a technique which can be exploited to take advantage of people (Cialdini,

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