Icon  Name                                                                                                                       
[PARENTDIR] Parent Directory [TXT] 004 - saying because.txt [TXT] 012 - contrast principle.txt [TXT] 023 - reciprocation.txt [TXT] 027 - reciprocation.txt [TXT] 031 - the free coke.txt [TXT] 036 - buying women drinks.txt [TXT] 037 - reciprocal concessions.txt [TXT] 040 - ask for a lot more than you want.txt [TXT] 050 - concessions are more satisfying.txt [TXT] 069 - public commitment.txt [TXT] 072 - consistency & billboards.txt [TXT] 073 - accepting trivial requests changes you.txt [TXT] 077 - statements of belief.txt [TXT] 079 - make the customer write the contract.txt [TXT] 082 - the drive to appear consistent.txt [TXT] 085 - hazing & effort.txt [TXT] 090 - hazing brings loyalty, survival & cohesiveness.txt [TXT] 092 - active, public & effortful.txt [TXT] 093 - inner responsibility.txt [TXT] 097 - obedience comes from no outside pressure.txt [TXT] 099 - lowballing is a false concession.txt [TXT] 102 - removing outside reward increases motivation.txt [TXT] 105 - you feel it when it's wrong.txt [TXT] 108 - state the manipulation.txt [TXT] 110 - listen to your heart of hearts.txt [TXT] 113 - consistency is very strong.txt [TXT] 118 - films of positive models.txt [TXT] 133 - individuals help more than groups.txt [TXT] 135 - pluralistic ignorance effect.txt [TXT] 138 - crush embarrassment.txt [TXT] 138 - reduce uncertainty in bystanders to get help.txt [TXT] 140 - effective advertising uses models like the customers.txt [TXT] 142 - people take cues from similar others.txt [TXT] 143 - teaching a kid to swim with another kid.txt [TXT] 154 - jonestown & removal of external cues.txt [TXT] 157 - the principle of Social Proof.txt [TXT] 163 - faith in collective knowledge.txt [TXT] 166 - winning at the horse races.txt [TXT] 167 - social proof and tupperware sales.txt [TXT] 169 - liking (pressure to say yes to someone we like).txt [TXT] 189 - weathermen are associated with the weather.txt [TXT] 191 - car with woman better rated than car alone.txt [TXT] 197 - Isaac Asimov, you root for your own people.txt [TXT] 203 - the principle of association and doctors' wives.txt [TXT] 205 - the very friendly salesman is hard to resist.txt [TXT] 214 - authority can push people to do something they don't want to.txt [TXT] 220 - rectal ear medicine - we don't pay attention to whole situation but only to the authority.txt [TXT] 220 - the appearance of authority is enough even when we know better.txt [TXT] 222 - titles give people automatic deference.txt [TXT] 226 - clothes create authority which we defer to.txt [TXT] 228 - trappings of success and authority.txt [TXT] 229 - people grossly underestimated the influence of authority status trappings.txt [TXT] 232 - arguing against your own interests to prove your honesty.txt [TXT] 233 - arguing against your interests makes you look knowledgeable and honest.txt [TXT] 239a - scarcity - people hate loss more than they like gain.txt [TXT] 239b - scarcity - limited number of cars with this engine left.txt [TXT] 244 - company policy that if you don't buy now, I can't come back and sell to you.txt [TXT] 245 - as opportunities become scarce we lose freedoms.txt [TXT] 245b - psychological reactance theory.txt [TXT] 246 - children prefer toys that are behind obstacles.txt [TXT] 250 - declaring a soap illegal made consumers want it more and lead to hording.txt [TXT] 251 - when scarcity causes us to want something more, we invent reasons.txt [TXT] 252 - the appearance of banning a thing makes the thing more popular.txt [TXT] 256a - scarcity or exclusivity of information makes the pitch even more effective.txt [TXT] 256b - cookies were rated better when there were fewer of them to test.txt [TXT] 261a - freedoms once granted will not be relinquished without a fight.txt [TXT] 261b - sometimes prohibiting snacks causes rebellion.txt [TXT] 261c - cookies that became scarce due to social demand were rated much better even than those that were already scarce.txt [TXT] 269 - selling a car with many people having the same appointment.txt [TXT] 274 - frank zappa long hair quote.txt [TXT] 278 - social proof - we often decide to do what people like us are doing.txt