ABSTRACT
In this chapter, the authors discuss the topic of "sequential persuasion," which examines social influence as a "multi-step" process. Similarly, they extends concepts because sequential persuasion, for the most part, encompasses a number of tactics that are aimed at gaining compliance that is, getting people to behave in a particular way. The authors explore research that shows how people increase their persuasiveness, often at the expense of others, by saying or doing something before, or sometimes after, making their request. They begin with a strategy known as pregiving. The authors taught it is important to reiterate that a number of ethical concerns surround the use of influence tactics, perhaps even more so when persuasion involves unpleasant emotions such as fear. Remember, just because a tactic is effective does not mean it is ethical. The chapter featured some of the most prominently researched sequential tactics
