technique of persuasion based on Cognitive Dissonance Theory

**get somebody to comply to a large request by first making a small one**

Assigning a label to an individual then requesting a favor consistent with that labe 

- related to the self-fulfilling prophecy - people tend to live up to the labels others give them. 

Feedback from the face muscles evokes/magnifies emotions

*participants who held the pen in their teeth thought the cartoon's were funnier than those with the pens between their lips*

-being forced to smile/frown controlled their attitudes

Emergency Helping (bystander effect)

Darly and Latane Intercom study

Bigger brains were linked to having a bigger, more complex social structure

*it evolved mainly in order to enable humans to have rich, complex social lives*

Humans developed psychologically to be able to fit into a social group

Studies showed that groups couldn't be separated because no matter what they seperated the groups by there were still in group prejudices

*people show favoritism toward in group members even when the group membership is randomly determined

Agression and anti-social Behavior 

*Bobo Doll Study*

bobo doll study - indicated that watching someone perform an aggressive act resulted in an aggressive behavior

later bobo doll study - people were rewarded/punished - seeing someone punished for an aggressive behavior didn't result in another aggressive behavior by the children, seeing someone rewarded did. 

Anything that belongs to you is automatically awesome and valuable. We love our own valuables and ourselves

- had people rate objects before and after they owned them. The objects were rated higher after they owned it, even if it was only owned for 5 min.

people tend to show more persistence and enjoyment at a task if they're acting on a particular type of motivation (intrinsic)

- at least some of people's activities must be motivated by their inner drives and choices instead of external factors (such as bribes) 

Show's how well we're doing socially

measure of how desirable one would be to other people as a relationship partner, team member, employee, or colleague

Bullies have high self-esteem, people who stand up to bullies also have high self-esteem

*not all of the above answer*

suggests that prejudice arises because there is tension between groups due to a limited amount of resources

*jobs are scarce; tend to have a lot of negative events between different groups because it will worsen the tension that's already there*

Men judge the lengths of lines to test conformity, even when it was really obvious that the people who were confederates of the experiment were lying. ash found people were willing to go along just to get along. 

*Normative Social Influence*

we like to think that the groups we belong to rock because we belong to them

BIRCHing and CORFing

the more cohesive a group is and the better, stronger, leader it has, the more prone it is to making horrible decisions

*overcoming group think with devils advocate*

Unconscious and conscious systems allow for explicit and implicit reactions

Conscious=explicit

Unconscious=implicit

Problems with standards, monitoring and strength 

TOTE - Test, operate, test, exit

Bowmeister's extensive research (using up of said resources)

self regulation relies on a limited resource that can be easily depleted

a kind of ambivalent attitude - people have overly positive attitudes towards one group, and yet they'll have implicit attitudes towards the same group that are less flattering

"i love white people but they're greedy"

Beginner vs. pro (pool hall study)

*based on the notion that being in front of a group tends to make you respond with your dominant response; our dominant response, for those who have practiced something, will be to show off and perform. those who have not will choke

Kitty Genovese/bystander effect 

Attacked by a knife-wielding rapist outside her apartment – her screams for help aroused 38 of her neighbors.

Many watched from their windows for 35 min as she tried to escape. No one called the police or sought to help

– in fact her attacker left her twice then returned each time, if someone had come to help her into the building during those intervals she would have lived. 

*everyone thought that someone else was calling the police or going to help*

Stephanie was sad

Stephen was angry

the fear that one might confirm the stereotypes that others hold

Cognitive load - a larger cognitive load - thinking about the performance of their group, trying to prove their group's worthiness 

a prediction that ensures, by the behavior it generates, that it will not come true

men with baby faces attempt to appear macho

we want harmony between the different things that we like

"i like you, but you don't like twilight"

the tendency to overestimate the link between variables that are related only slightly or not at all

-people over estimate the frequency of undesirable behavior by minorities

* can lead to negative attitudes about out-group members