How we change what others think, feel, believe and do

Odd One Out

Disciplines > Negotiation > Negotiation tactics > Odd One Out

Description | Example | Discussion | See also

Description

When a person takes a position on something (or, better, before they do), show that everybody else prefers another position. In fact you can indicate that positions which you do not want them to take are socially very undesirable.

Tell them that others prefer different options. Point out how choosing the undesirable option is personally hazardous for them or that they somehow will be looked down on by other people.

Example

Everyone else has voted. I guess it's time for you to show your cards.

That's a rather odd request. I've never heard of people who want that.

The last time somebody asked for that, they didn't last long here.

Discussion

The principle here is to use the social compliance principle to coerce the person away from an undesirable choice. We are a very social species and what other think and do is very important for us as it implies they can offer us esteem and change our social status.

See also

Social Compliance principle, Social Proof principle