Please Define the Following Key Terms

question 78

Short Answer

Please define the following key terms.
-Principality of Kiev

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Definitions:

Robert Cialdini

A psychologist recognized for their contributions to understanding persuasion, adherence, and negotiating practices.

Foot-in-the-Door Technique

A persuasion strategy where a small request is made first to increase the likelihood of compliance with a larger request later.

Reciprocity Norm

The expectation that people will respond favorably to each other by returning benefits for benefits, and responding with either indifference or hostility to harms.

Self-Perception

An individual's understanding and assessment of their own personality, characteristics, and abilities.