son sees the initial item of high value the cognitively close on the idea of acquiring it and hence the early baits moves them from a negative position to one of commitment.
When the high value is removed, then they enter a state of anxiety in which they seek to re-enter the comfortable closed state. They want to satisfy themselves, accepting almost any solution that will get them back to that comfortable state.
There may also be an element of commitment to the person making the offer. If I offer something to you, you feel some obligation to me. If I then switch the offer, especially if the switching seems reasonable, then you are likely to accept the second offer, out a sense of obligation to me. To do otherwise would exposure myself as inconsistent and break bonding between us. In bait-and-switch, the bait(such as in an advert) is often separate from the direct sales activity during which the switch is made, for example by saying the advertised product is not available (but a higher-priced, similar product is). The bait and switched technique is a sequential request
Example
A car sales showroom puts a basic car outside with a very low price-tag. Once the customer is interested, the sales person trades them up to a more expensive model.
Happiness then Disappointment
Explanation
When you expect something which will surprise you or which you preferred but in the end you end up getting the opposite of it and you end up highly disappointed from your expectations. This puts one through a rollercoaster ride. An emotional see-saw from good to bad also increases compliance. The sudden withdrawal of positive emotion disrupts cognitive processing. Of everything you learn in The Persuasion Protocol this is probably the easiest to apply every day in every situation you experience where you need to persuade others. There are more effective tactics, but this one is the simplest to generate.
Examples
Emotional States and Influence A student is told, “You got an A on the test………..oops not a but a C.” Another group of students over time were told, “You got a C on the test…oops…not a C but an A.” A control group was told, “You got a C.”
A student asks for volunteer hours for a slumber party, 3 months from now. 1 – 8 hours is requested. 1 hour minimum is required but you can donate up to 8 hours.
What happened?
(C) Disappointment THEN (A) Happy subjects donated an average of 3.06 hours. Those (A) Happy then (C) Disappointed donated an average of 2.06 hours. The control group that got the grade C? They donated 1.60 hours on average. A control group that was awarded the grade they actually earned when that grade was an “A” donated 1.13 hours on average. Those given no grade donated 1.20 hours per person.
Once again, if someone is getting off the emotional rollercoaster, they will fulfil a
