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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 con...
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