ABSTRACT
The techniques discussed in this chapter are based on a particular course of events during an interaction between the requester and the person targeted with the request. The disrupt-then-reframe technique is based on the assumption that people who are asked for something experience an approach/avoid conflict. Giving the price in an unusual manner is one of the uses of the DTR technique in a sales situation. The "that's not all" social influence technique essence consists of the initial offer being so interesting that the customer deliberates whether to take advantage or not. This chapter talks about two issues, Touch is associated with the physical dimension of interpersonal closeness, and its psychological aspect. A situation in which a stranger grabs people by the arm may shake people out of their routine, much as in the case of the pique and DTR. During a normal conversation people are faced with a situation in which communication takes place via all available channels.
