"perimenters" - 1 õppematerjal

Cialdini raamat

The desirable side effects of making concessions during an interaction with other people are nicely shown in studies of the way people bargain with each other. One experiment, conducted by social psychologists at UCLA, offers an especially apt demonstration (Benton, Kelley, 8{ Liebling, 1972). A subject in that study faced a "negotiation opponent" and was told to bargain with the opponent concerning how to divide between themselves a certain amount of money provided by the ex- perimenters. The subject was also informed that if no mutual agreement could be reached after a certain period of bargaining, no one would get any money. Un- known to the subject, the opponent was really an experimental assistant who had been previously instructed to bargain with the subject in one of three ways. With some of the subjects, the opponent made an extreme first demand, assigning vir- tually all of the money to himself and stubbornly persisted in that demand throughout the negotiations