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Hook and Sinker

 

Techniques General Persuasion > Sequential Requests > Hook and Sinker

Description | Example | Discussion | See also

 

Description

Start with a statement that is easy to accept and/or difficult to reject.

Then add a second, related statement that contains the key message.

Example

Littering is disgusting. So are those who do it.

Do you like good food? Stop here for great food.

Discussion

The first statement is the 'hook', which can be a simple assertion or a question. Like the worm on the angler's line, its sole purpose is to get the other person interested, agreeing and making an initial closure.

The second statement is the 'sinker', which drops the other person into the mire of having to agree. If they disagree, then they will have acted inconsistently, which leads to cognitive dissonance and a fear of social rejection.

See also

Bait-and-Switch, Yes-set Close, Consistency principle

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