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Understanding the influence of commitment and consistency from "summary" of Manual de persuasão do FBI by Marvin Karlins ,Jack Shafer
Commitment and consistency are powerful forces that can greatly impact our decisions and behaviors. When we make a commitment, whether it is small or large, we tend to feel compelled to remain consistent with that commitment. This desire for consistency is deeply ingrained in our psychology and can be used to influence and persuade others. One way to leverage the principle of commitment and consistency is through the use of small initial commitments. By getting someone to agree to a small request or take a small action, you can increase the likelihood that they will agree to a larger request or action later on. This is known as the foot-in-the-door technique and is based on the idea that once someone has made a commitment, they are more likely to continue to act in a way that is consistent with that commitment. Another way to utilize commitment and consistency is through the use of public commitments. When someone makes a commitment in front of others, they are more likely to follow through on that commitment in order to maintain their public image and avoid looking inconsistent or unreliable. This can be a powerful tool for influencing behavior and getting people to take action. It is important to be mindful of the ways in which commitment and consistency can be used to influence us and others. By understanding the power of these principles, we can become more aware of when they are being used on us and better equipped to resist manipulation. At the same time, we can also use these principles ethically to persuade others in a positive and effective way. Commitment and consistency are not just psychological concepts, but powerful tools that can be harnessed for both personal and professional success.
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