Filtered dossier

compliance

  • 9 / 9
  • No visual on file
    Persuasion Systems Entry #0256

    The reason liking beats logic in a sales conversation

    Agreement tends to follow the relationship rather than the argument. Similarity and warmth are established early, before any claim is examined.

    Adept
    The hidden part #0256

    Warmth does not replace the argument; it decides how generously the argument is read.

    Open file
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    Persuasion Systems Entry #0251

    Why a small favour precedes a large request

    The first yes is small enough to cost nothing. The second is large enough to matter. The bridge between them is the need to stay consistent with the self.

    Novice
    The hidden part #0251

    Consistency with the self is the lever. The first favour does not persuade; it creates the identity that the second favour appeals to.

    Open file
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    Persuasion Systems Entry #0261

    Why the word because works even with a weak reason

    A request carrying any reason at all is granted more often than the same request carrying none, and the reason does not have to survive inspection.

    Novice
    The hidden part #0261

    Compliance often answers the grammar of a reason rather than its content.

    Open file
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    Persuasion Systems Entry #0253

    Why giving something first creates an unpayable debt

    An unrequested gift installs an obligation whose size the recipient does not set. Repayment is judged by the giver, which is why it rarely feels complete.

    Novice
    The hidden part #0253

    The gift sets the obligation but not its size. An undefined debt is never fully discharged.

    Open file
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    Persuasion Systems Entry #0255

    Why authority is signalled by objects, not arguments

    Authority is read off uniforms, titles, desks and clipboards long before any claim is examined, and the signal keeps working when the claim is absent.

    Master
    The hidden part #0255

    Authority is inferred from props, and props can be acquired far more cheaply than expertise.

    Open file
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    Framing Effects Entry #0516

    The reason a rule stated positively is followed more

    A prohibition names a boundary and invites the reader to locate it. An instruction names a behaviour, and there is no edge to be found.

    Adept
    The hidden part #0516

    A prohibition tells the reader where the edge is. An instruction never mentions that an edge exists.

    Open file
  • No visual on file
    Emotional Triggers Entry #0757

    Why cuteness lowers your guard before a request

    Cute imagery triggers a caregiving reflex that softens critical evaluation, leaving the viewer more compliant with whatever request follows the adorable stimulus.

    Novice
    The hidden part #0757

    A cute image opens a door in the viewer’s guard. The request that walks through it meets a caregiver, not a critic.

    Open file