The effect of stepping into the door

When an individual accepts a small request first, in order to maintain the consistency of the image, he may accept a major and more undesirable request, which is called the "entrance effect", also known as the "push your luck effect". Haha ~ this effect was put forward by American social psychologists Friedman and Freese in the field experiment of "no pressure yield-climbing door technology" in 1966.

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If you think the following words are too much-just look at this paragraph: step by step numb ~

The experiment was carried out like this: the experimenter asked his assistant to go to two residential areas and persuaded people to put up a big placard in front of their house that said "Drive carefully". This request was made directly to the people in the first residential area, but it was rejected by many residents, and only 17% of the requested people were accepted. In the second residential area, it was easy to ask residents to sign a petition in favor of safe driving, and almost all the people who were asked complied with it. A few weeks later, they were asked to put up a vertical card. As a result, the respondents accounted for 55% of the respondents. Researchers believe that it is natural for people to refuse requests that are difficult to achieve or against their will; But once he can't find a reason to refuse a small request, he will increase the tendency to agree to this request; When he participates in a small part of this activity, he will have the perception, self-concept or attitude of paying attention to social welfare. At this time, if he refuses more demands in the future, there will be cognitive disharmony, so the internal pressure of restoring coordination will force him to continue or make more help, so that the change of attitude will last forever.

Psychology in Life (Ⅲ) —— Foot-in-the-door Effect

There is a story in Aesop's Fables: On a stormy night, a beggar went to his wife's house to beg.

The servant said, "Go away! Don't bother us. "

The beggar said, "I'm so cold. I just want to hang clothes on your stove."

The servant didn't think it necessary to give him anything, so he asked the beggar to keep warm by the kitchen stove. After drying the clothes, the beggar said to the cook, "may I borrow your pot?" I just want to cook some stone soup in a pot. "

The cook said, "Stone soup? Then I want to see how you make soup with stones. " So the cook took the pot to the beggar.

The beggar washed the stones picked up on the road, put them in the pot and began to cook them decently. "But I have to put some salt." The beggar said naturally.

The cook agreed to his request. Later, under the beggar's repeated "natural" requests, the cook brought him peas, mint and coriander, and then put the minced meat in the soup.

Finally, the clever beggar fished the stone out of the pot and drank the broth beautifully!

In psychology, the "foot-in-the-door effect" means that if a person accepts a trivial request from others, in order to avoid cognitive disharmony or to leave a consistent impression on others, it is very likely to accept a bigger request. The theory of this effect was put forward by American social psychologists Friedman and Fries in experiments.

The experiment was carried out like this: the experimenter asked his assistants to go to two residential areas and persuaded people to put up a big placard with the words "Drive carefully" in front of their houses. They made this request directly to the people in the first residential area, but it was rejected by many residents, and only 17% of the respondents were accepted. In the second residential area, the experimenter first asked the residents to sign a petition in favor of safe driving, which was an easy request and almost everyone who was asked complied with it. A few weeks later, they asked these residents about vertical signs, and this time the respondents accounted for 55%. Why do the same requirements for vertical cards produce such completely different results?

Psychologists believe that in general, people are unwilling to accept higher and more difficult requirements, because once they make a promise, they must put it into action, but it takes a lot of time and energy to realize it, and it may not be successful; On the contrary, people are willing to accept some smaller and easier demands and win back a favor with no effort. Why not? People's psychological activities have a gradual process, and they are usually used to accepting smaller requirements first, and then slowly accepting larger requirements.

It is natural for people to refuse requests that are difficult or against their will, but if there is no reason to refuse such small requests, they will increase their tendency to agree to such requests; And when he participates in a small part of this activity, he will produce his own actions to meet the needs of various perceptions or attitudes. At this time, if he refuses to make more demands in the future, he will have cognitive disharmony, and the internal pressure of restoring coordination will make him continue to work or make more help, making the change of attitude a continuous process. In the process of constantly meeting small requirements, I gradually got used to it, completely unaware that the other party's requirements had far deviated from the original intention of refusing. The phenomenon of letting others accept their own requirements in this way is vividly called "stepping on the threshold" technology.

We can take advantage of this psychological effect when persuading others. The reason to convince a person is that there is a gap between you and his goal. If the gap is not big, the purpose of persuasion can still be achieved by directly explaining the reasons. However, if we directly talk about this flower with a big gap, we will only encounter strong resistance and it is difficult to turn back. At this time, if you use the technology of "climbing the threshold", it may be very helpful to your persuasion. I believe many people have the experience of rejecting salesmen. Most salesmen generally go through the process of knocking-direct selling-invalidation-rejection. However, many clever salespeople only say that they want to borrow a glass of water first, and most people easily accept this request. After that, the salesperson may not be easily rejected directly.

In daily life, when we put forward higher requirements from the beginning, we are easily rejected; If we first put forward lower requirements and get the permission of the other party, and then gradually increase the weight of the requirements, it will be easier to achieve the goal. For example, when we are shopping, the salesperson does not ask us to buy this or that at first sight, but enthusiastically asks us to try it on at will and praise it in time, so we are more likely to accept her purchase request; If you learn to use this communication skill to communicate with people in your daily life, it may be easier to get the cooperation and support of the other party. Similarly, in the management work, in order to better mobilize the enthusiasm of members to achieve the goal, managers should decompose the overall goal into several sub-goals that can be achieved through the efforts of members. Once members have achieved the sub-goal and passed the first "threshold", they will experience the happiness of success through active guidance, and then gradually improve the level of goals, and members will eventually achieve the expected goals.

The "foot-in-the-door effect" needs us to try and experience slowly, because it can not only help us communicate well and achieve our goals, but also enlighten us and help us realize our life dreams step by step. Many people feel tired because their dreams are out of reach and give up their dreams of life. In fact, no matter how high the building is, there are stairs leading to the top floor; No matter how high the mountain is, there is also a road to the top. Some dreams seem out of reach, but if we break them down into every day and every minute, everyone can find the way to the dream of life.

In real life, this psychological effect is often forgotten when encountering difficulties. For example, it is difficult for us to get up. It's usually an alarm clock at 8 o'clock. We want to get up at 7 o'clock, but we can't. We can set the alarm clock at 7:50, advance it to 7:40 after a while, and so on. . . .

Also, when we encounter difficult problems, we can also use threshold tactics to divide a thing into many small pieces and complete them one by one. When we finish every little thing, we can go all out.

In fact, threshold tactics are often used in our lives, and we are often caught by the threshold.