ABSTRACT
This chapter has examined interpersonal persuasion-the many techniques individuals use to influence one another in dyadic or one-on-one interactions. Social psychological research has documented that gambits like foot-in-the-door and door-in-the-face can be especially effective in securing compliance. Make no mistake: These tactics do not always work, and many consumers have learned to resist them. However, they are used regularly in sales and pro-social charity work, and under certain conditions, for various psychological reasons, they can work handily, Other tactics employed by professional persuaders-low-balling, that'snot-all, fear-then-relief, pique, and disrupt-then-reframecan also influence compliance.
