3 Manipulation Trifecta + 1 ConformityChanging one’s behavior to match the responses or actions of othersCompliance: Get ‘em to do what you want!ObedienceManipulation and attraction
4 Conformity & Chameleon Effect Adjusting to coincide with a perceived standard.Automatic (unconscious) mimicry is part of empathy.
5 Conformity & ModelingBehavior is contagious, modeled by one followed by another.We follow behavior of others to conform.Elevator Study
6 Conformity and Group Pressure We’re all individuals! …I’m not.”Suggestibility is a subtle type of conformity, adjusting our behavior or thinking toward some group standard.Asch’s Famous Line Study of Conformity
7 Conformity & Brain-Washing Starts off SMALLUnlikely someone would agree to the request:“How would you like to drop out of school/quit your job, break off all ties to your family/friends, and dedicate yourself entirely to an organization of hatred or an organization that will result in your compelled group suicide?”
8 Conformity & Brain-Washing Starts off SMALL and then the requests/demands slowly increase“Like lobsters in a Pot”Final Minutes At JonestownPictures of the Heaven's Gate mansion released by the San Diego sheriff's department illustrate the uniformity that defined the cult. Members of Heaven's Gate were so ordered they died in shifts.Otto von Bismarck:“A Unified Germany”1890Young Hitler:“German Workers’ Party”“For the working class”“Socialist”1919Little by little, Hitler rose to power and got a nation to back him & his ideologies.1933
9 Conditions that Strengthen Conformity One is made to feel incompetent or insecure.The group has at least three people.The group is unanimous.One admires the group’s status and attractiveness.One has no prior commitment to a response.The group observes one’s behavior.One’s culture strongly encourages respect for a social standard.
10 Manipulation Trifecta + 1 ConformityCompliance: Get ‘em to do what you want!Changing one’s behavior in response to a direct request.ObedienceManipulation and attraction
12 Get People to Do What You Want! Foot-in-the-door technique: Get them to agree to a small request and then build up(203): she called me screaming that i shouldn't ignore her phone calls, because she's not trying to get me to hang out with her and she doesn't want to bemy girlfriend, she just wants sex.(860): what did you do?(203): i asked her out cause that's so hot.
13 Get People to Do What You Want! Foot-in-the-door techniqueDoor-in-the-face technique: You WANT them to say “no” to the first request so you can follow up with your more benign, real request.
14 Get People to Do What You Want! Foot-in-the-door techniqueDoor-in-the-face techniqueBait-and-switch techniqueCustomer: "I'd like to see that car you advertised in the newspaper for $9 down and $99 a month.“ Salesperson: "Gosh, I'm sorry. That car was just sold. But look atthis great car — it has a lot more options, and it will only cost you a few more dollars a month."“Would you like to go out to this really super-swanky expensive restaurant with me?... I tried calling [LIAR!!], it's booked up. Well…would you like to go with me to this cheapo place?”“Pray for Rain” Sale
15 Get People to Do What You Want! Foot-in-the-door techniqueDoor-in-the-face techniqueBait-and-switch techniqueThat’s-not-all technique
16 Get People to Do What You Want! Foot-in-the-door techniqueDoor-in-the-face techniqueBait-and-switch techniqueThat’s-not-all techniqueScarcity technique: when an item appears to be scarce, it becomes more desireable2. You MUST be able to be scarce when the time is right. A woman does not want to end up with a guy that ends up being her permanent shadow. She wants to be with a guy that has his own life and does his own thing. This is what creates that appeal with a woman that keeps her wanting you. Talk to her for 3-7 minutes and then LEAVE! Make her wonder about you…You can always come back later for the kill!
17 Get People to Do What You Want! Foot-in-the-door techniqueDoor-in-the-face techniqueBait-and-switch techniqueThat’s-not-all techniqueScarcity techniqueReciprocity norm technique: give a little something and people are more likely to reciprocate“Free” samples…harder for you to not buy at least something if you take one
18 Get ‘em in a Group: Bystander Effect Tendency of any given bystander to be less likely to give aid if other bystanders are present.
19 Bystander Effect: Diffusion of Responsibility Kitty Genovese
20 Bystander Intervention: The decision-making Akos Szilvasi/ Stock, Boston
21 Manipulation Trifecta + 1 ConformityCompliance: Get ‘em to do what you want!ObedienceChanging one’s behavior in response to a directive from an authority figure.Manipulation and attraction
22 Obedience & Captainitis (Foushee, 1984) Obvious errors made by flight captains tend to go uncorrected by other crew and usually results in a crash.Because of the captain’s status, crew either fail to notice OR fail to challenge the mistakeOften the case in the medical field as wellDoctors tend not to get challenged
23 Obedience & Harming Others People comply to social pressures. How would they respond to outright command?Stanley Milgram designed a study that investigates the effects of authority on obedience.Stanley Milgram( )
26 Lessons from the Conformity and Obedience Studies In both Asch's and Milgram's studies, participants were pressured to choose between following their standards and being responsive to others.In Milgram’s study, participants were torn between hearing the victims pleas and the experimenter’s orders.
27 Manipulation & Attraction The Psychology of AttractionProximityMere ExposureLooking GoodPerceived similarity
28 The Psychology of Attraction Proximity: Geographic nearness is a powerful predictor of relationships.Absence makes the heart grow fonder but, out of sight, out of mind!
29 The Psychology of Attraction Mere exposure effect: Repeated exposure to novel stimuli increases their attraction.Beauty Pageant Winner
30 The Psychology of Attraction Physical Attractiveness: Once proximity affords contact, the next most important thing is looking good!(whatever “looking good” means to the person of interest)
31 The Psychology of Attraction Similarity: Similar views among individuals causes the bond of attraction to strengthen.Similarity breeds content!(Fake it if you have to!)
32 Passionate Love Physical arousal plus cognitive appraisal Schachter’s Two-factor theory of emotionPhysical arousal plus cognitive appraisalArousal from any source can enhance one emotion depending upon what we interpret or label the arousal.So….do the fun, active dates and hope the arousal is attributed to you and your awesomeness!(Then get to the spaghetti dinners…)
34 Companionate LoveDeep, affectionate attachment we feel for those with whom our lives are intertwined.Use operant conditioning techniques to get your loved one to do what you want!Courtship and Matrimony (from the collection of Werner Nekes)