1. Reciprocation- Return a gift, favor, or service

A. Door-in-the-face
B. That’s not all

2. Social validation- Follow the lead of similar others in situations where you are unsure what to do

A. Modeling (e.g., priming the collection plate)
B. List of similar others who have complied

3. Consistency- Be consistent with prior commitments

A. Foot-in-the-door
B. Bait-and-switch
C. Low-ball
D. Legitimization of paltry favors
E. How are you feeling?

4. Friendship/liking- Accomodate the requests of those we know and like

A. Physical attractiveness
B. Compliments
C. Similarity
D. Cooperative partners

5. Scarcity- Seize opportunities that are scare or dwindling in availability

A. Underlying assumptions
B. Limited number
C. Deadlines

6. Authority- Accomodate the requests of authority figures

A. Expert in the specific area
B. General authorities

7. Countering social influence attempts: The poison parasite: Cialdini and colleagues (Brookhart, 2001) have identified a procedure that subverts the original intention of well-known ads.

8. Discussion group assignment: The University library holdings are a constant source of dissatisfaction among faculty and students. Using the influence principles and techniques discussed today, your job is to sketch out a campaign to get graduate students to donate money to the University libraries. Good luck!