2013 | 4 | 133-151
Article title

Techniques of social influence with reference to political life

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The present paper presents various social influence techniques – practices aimed at increasing the likelihood that people will comply with requests, persuasion and suggestion they are addressed with. It describes sequential techniques (‘foot-in-the-door’, ‘door-in-the-face’, ‘foot-in-the-face’,’ low ball’) as well as techniques based on cognitive mechanisms (‘that’s not all’, ‘even a penny helps’, ‘dialogue involvement’) or on emotional mechanisms (‘induction of guilt’, 'embarrassment’, ‘fear-then-relief’). The paper also presents examples of using the above mentioned techniques with special focus on some which were taken from political life.
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  • University of Wroclaw, Poland
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