Term
|
Definition
CNS Depressant
Most well known and widely used |
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Term
| Alcohol Effects Vary Depending on What? |
|
Definition
| Amount consumed, rate of consumption, body weight, tolerance, metabolism |
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Term
| Alcohol effects what neurotransmitter? |
|
Definition
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Term
|
Definition
| tendency to abuse alcohol to a degree that leads to social, cognitive, or occupational dysfunction |
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Term
| How many adults use alcohol in US? |
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Definition
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|
Term
| What percentage of people have alcohol related problems? |
|
Definition
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|
Term
| Statistics on assaults and rapes related to alcohol use |
|
Definition
90% all assaults
50-60% all homicides
50% rapes |
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Term
|
Definition
| characterized by stupefaction due to the effects of toxins such as alcohol |
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Term
|
Definition
| Relaxation; Reaction time lowers |
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Term
|
Definition
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Term
|
Definition
| Cognitive judgement lowers |
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Term
|
Definition
| Motor coordination lowers; nausea |
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Term
|
Definition
| Clear deterioration of motor, cognitive functioning |
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Term
|
Definition
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Term
|
Definition
| Risk of losing consciousness; death |
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Term
|
Definition
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Term
|
Definition
| False sense of security, expensive, decreases ability to reach a buzz (you can get this back over time) |
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Term
| How does alcohol leave your system? |
|
Definition
90% broken down by liver
10% sweat, breath, urine |
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Term
|
Definition
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Term
|
Definition
| damage to nervous system, pancreas, liver, and brain cells. |
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Term
|
Definition
| suppression of immune system, nutritional deficits, general body failure, shortened life span by 10-12 years |
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Term
|
Definition
| convulsions, tremors, hallucinations, agitation, and even death |
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Term
| Two approaches to the study of personality |
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Definition
nomothetic approach
idiographic approach |
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Term
|
Definition
| an approach to the study of individual differences that seeks general laws about how an aspect of personality affects behavior (large groups of people) |
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Term
|
Definition
| an approach to the study of individual differences that concentrates on intensive study of individuals (one person/small group of similar people) |
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Term
|
Definition
| a temporary activation of a particular behavior |
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Term
|
Definition
| a consistent, long-lasting tendency in behavior |
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Term
| Trait approach to personality |
|
Definition
| idea that people have consistent personality characteristics that can be measured and studied |
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Term
| internal locus of control |
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Definition
| the belief that one is largely in control of the events of ones life |
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|
Term
| external locus of control |
|
Definition
| the belief that external forces are largely in control of the events of one's life |
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Term
| Major issue in measuring personality |
|
Definition
| changes from one moment to the next |
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Term
|
Definition
| a measure of the consistency of test results |
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Term
|
Definition
| an assessment of how well it measures what it's supposed to measure (3 types) |
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Term
|
Definition
| the degree to which the test samples broadly across the domain of interest |
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Term
|
Definition
| how well the test predicts some future criterion |
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Term
|
Definition
| how well the test taps into a particular theoretical construct (harder to measure) |
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|
Term
| Whether or not a test is valid depends on what? |
|
Definition
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Term
|
Definition
| reliability within a particular test |
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Term
|
Definition
| reliable with same test, across time |
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|
Term
| Big Five Personality Traits |
|
Definition
five traits that account for a great deal of human personality differences
OCEAN
Openness to Experience, Contentiousness, Extroversion, Agreeableness, Neuroticism |
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Term
|
Definition
| the tendency to enjoy intellectual experiences, the arts, fantasies, and anything that exposes a person to new ideas (least variable, hardest to observe) |
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Term
|
Definition
| the tendency to show self discipline, to be dutiful, and to strive for achievement and competence |
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Term
|
Definition
One of the most studied
the tendency to seek stimulation and enjoy the company of other people
Highly related to substance abuse, risk-taking, opposite introversion |
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Term
|
Definition
| the tendency to be compassionate toward others and not antagonistic |
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Term
|
Definition
| the tendency to experience unpleasant emotions relatively easily; a personality trait characterized largely by persistent anxiety |
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|
Term
| Problems with The Big Five |
|
Definition
Created on study of words, not research
Some people think 5 is too many, 3 could be used |
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Term
|
Definition
| Heredity and Environment, Age and Historical Era |
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Term
|
Definition
| the aspects of environment that differ from one individual to another, even within a family |
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Term
|
Definition
| the tendency to accept and praise vague statements about our personality |
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Term
|
Definition
| a test that is administered according to specified rules and its scored are interpreted in a prescribed fashion |
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Term
| Minnesota Multiphasic Personality Inventory (MMPI) |
|
Definition
| a standardized test consisting of true-false items and intended to measure various personality dimensions and clinical conditions |
|
|
Term
| How many items as of 1990? |
|
Definition
|
|
Term
| What are some of the ten clinical scales included? |
|
Definition
| depression, psychopathic Deviation, Social Introversion |
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Term
|
Definition
| procedures designed to encourage people to project their personality characteristics onto ambitious stimuli |
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|
Term
| Thematic Appreciation Test (TAT) |
|
Definition
| a projective personality technique wherein a person is asked to tell a story about each of several pictures |
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Term
|
Definition
| a projective personality technique wherein a person is shown 10 inkblots (5color,5b&w) and asked what each might be |
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Term
|
Definition
| a procedure in which someone tries to say the color of ink for a number of words, some of which might pertain to a source of worry or concern |
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|
Term
| Implicit Association Test |
|
Definition
| a procedure that measures how fast someone responds to a category that combines a topic with pleasant and unpleasant words |
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Term
| Dissociative Identity Disorder |
|
Definition
| a disorder in which a person appears to have 2 or more distinct identities or personalities that may alternately emerge (aka multiple personality disorder) |
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|
Term
|
Definition
| a legal term descriptive of a person judged to be incapable of recognizing right from wrong or of conforming his/her behavior to the law |
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Term
|
Definition
| a psychotic disorder characterized by loss of control of thought processes and inappropriate emotional responses. |
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|
Term
|
Definition
patterns of behavior or mental processes that are connected with emotional distress or significant impairment in functioning
In the past these people were thought to be possessed |
|
|
Term
| What are the different ways in which we can explain psychological disorders? |
|
Definition
| evolutionary, biological, cognitive, humanistic, psychodynamic, learning |
|
|
Term
| What are the combinations people can meet to be considered to have a psychological disorder? |
|
Definition
1. They are unusual with their normal behaviors
2. They Suggest faulty perception or interpretation of reality
Hallucination, Ideas of persecution, severe personal distress, self-defeating, unacceptable behavior |
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Term
|
Definition
| a perception in the absence of sensory stimulation that is confused with reality |
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Term
|
Definition
| Erroneous beliefs that one is being victimized or persecution (out to get me) |
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|
Term
| What is the most common thing used to classify psychological disorder |
|
Definition
DSM
Diagnostic and Statistical Manual
provides persons functioning and diagnostics |
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Term
|
Definition
| persistent fear of a specific object or situation (excessive, irrational- spiders) |
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Term
|
Definition
| fear of tight, small places |
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Term
|
Definition
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Term
|
Definition
| irrational, excessive fear of public scrutiny |
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Term
|
Definition
|
|
Term
|
Definition
| the recurrent experiencing of attacks of extreme anxiety in the absence of external stimuli that usually elicit anxiety (short breath, sweat, tremors)(can last mins to hours) |
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|
Term
| Generalized Anxiety Disorder |
|
Definition
| feelings of dread and foreboding and sympathetic arousal of at least 6 months duration |
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Term
|
Definition
| a recurring thought or image that seems beyond control |
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Term
|
Definition
| the irresistible urge to repeat an act or engage in ritualistic behavior like hand washing |
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|
Term
| Post traumatic stress disorder (PTSD) |
|
Definition
| a disorder that follows a distressing event outside the range of normal human experience and that is characterized by features such as intense fear, avoidance of stimuli associated with the even, and reliving of the event (month-years after) |
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Term
|
Definition
| a disorder, like PTSD that is characterized by feelings of anxiety and helplessness and caused by a traumatic event. Occur within a month of the event and lasts from 2 days-4weeks |
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|
Term
| Psychological Views of Phobia |
|
Definition
| phobias mobilize conflicts from younger ages and that everything has to do with the consciousness |
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|
Term
| Biological Views of Phobia |
|
Definition
| genetically involved. Twins can correlate this |
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Term
|
Definition
| disorders in which there are sudden temporary changes in consciousness or self identity (there is amnesia and fugue) |
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Term
|
Definition
| marked by loss of memory or self-identity, skills and general knowledge are usually retained |
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Term
|
Definition
One experiences amnesia and then flee to a new location
(they create new identity and create new past memories as well) |
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|
Term
| Multiple Personality Disorder |
|
Definition
1 may not be aware of the other(s)
they are different personalities all the way around |
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Term
|
Definition
| disorders in which people complain of physical (somatic) problems even though no physical abnormality can be found (conversion disorder and hypochondria) |
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Term
|
Definition
| a disorder in which anxiety or unconscious conflicts are "converted" into physical symptoms that often have the effect of helping the person cope with anxiety or conflict |
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Term
|
Definition
| descriptive of the lack of concern sometimes shown by people with conversion disorders |
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Term
|
Definition
| persistent belief that one is ill despite lack of medical findings |
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Term
|
Definition
| characterized by disturbances in expressed emotions (major depression and bipolar) |
|
|
Term
| Major Depressive Disorder (MDD) |
|
Definition
a serious to severe depressive disorder in which the person may show loss of appetite, psychomotor retardation, and impaired reality testing
affects 6-7% US in a year, 1 in 6 |
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Term
|
Definition
| slowness in motor activity and in thought |
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Term
|
Definition
| a disorder in which the mood alternates between two extreme poles (manic-depression) |
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Term
|
Definition
| elated, showing excessive excitement |
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|
Term
| Characteristics of Manic Behavior |
|
Definition
| rapid flight of ideas, rapid speech, and topic changes |
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Term
|
Definition
| women are 2x more likely to become depressed |
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|
Term
|
Definition
| a model for the acquisition of depressive behavior based on findings that organisms in aversive situations learn to show inactivity when their operants go unenforced |
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Term
|
Definition
| the tendency to attribute ones behavior to internal or external factors, stable or unstable factors and so on |
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Term
|
Definition
worst disorder affecting humans 1% of people worldwide are affected
think illogically and make things up |
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Term
|
Definition
| false, persistent beliefs that are unsubstained by sensory or objective evidence |
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|
Term
|
Definition
| a condition in which the senses thought and movement are dulled |
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|
Term
|
Definition
| paranoid, disorganized, catatonic, mutism |
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Term
|
Definition
| characterized primarily by delusions and vivid hallucinations (jealousy, agitation, confusion, fear) |
|
|
Term
| disorganized schizophrenia |
|
Definition
| characterized by disorganized delusions and vivid hallucinations (inappropriate responses, lose control of looks, bladder, bowels) |
|
|
Term
|
Definition
| characterized by striking motor impairment |
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Term
|
Definition
| people can be molded into postures that they maintain for sometime. |
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|
Term
|
Definition
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|
Term
|
Definition
| enduring patterns of maladaptive behavior that are sources of distress to the individual or others |
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Term
|
Definition
| by persistent, suspiousness but not involving the disorganization of paranoid schizophrenia |
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Term
|
Definition
| by oddoties of thought and behavior but not involving bizarre psychotic behavior |
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|
Term
|
Definition
| by social withdraw. they don't develop feelings for others no hallucinations or delusions |
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Term
|
Definition
| by instability in relationships, self-image, mood, lack of impulse, control |
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|
Term
|
Definition
| the diagnosis given a person who is in frequent conflict with society yet who is undeterred by punishment and experiences with no guilt or anxiety (men are more likely) |
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Term
|
Definition
| a persons unwilling to enter relationships without assurance of acceptable because of fears of rejection and criticism (few relationships) |
|
|
Term
| How many suicides in a year in US? |
|
Definition
32,000
10th leading cause in US
2nd leading cause in college students |
|
|
Term
| How many people considered suicide? |
|
Definition
|
|
Term
| How many people will develop a plan? |
|
Definition
|
|
Term
| How many people actually go through with suicide? |
|
Definition
|
|
Term
|
Definition
| more males commit but females are more likely to try |
|
|
Term
| What are the ratio of suicide to attempts |
|
Definition
|
|
Term
| What age group are most likely to commit suicide? |
|
Definition
|
|
Term
|
Definition
| Chronic lonliness, lack of care to others (it seems that way to them) State not trait |
|
|
Term
|
Definition
|
|
Term
|
Definition
plan, intent (have materials)
increases with habituation (fear of death) and impulsiveness |
|
|
Term
| Thwarted Belongingness, Perceived Burdensomeness |
|
Definition
|
|
Term
| Thwarted Belongingness, Perceived Burdensomeness, Capability for Suicide |
|
Definition
|
|
Term
| Do people with a psychological disorder commit suicide? |
|
Definition
| They are not likely to try or attempt but those who do attempt and succeed are more likely to have a psychological disorder that was undiagnosed |
|
|
Term
|
Definition
Is Path Warm
Ideation, Substance Abuse, Purposelessness, Anxiety, Trapped, Hopelessness, Withdrawl, Anger, Recklessness, Mood Change |
|
|
Term
|
Definition
| thinking about doing it and the reactions people would have |
|
|
Term
| What's the strongest indicator of committing suicide? |
|
Definition
|
|
Term
|
Definition
| a systematic interaction between a therapist and a client that brings psychological principles to hear influencing the client's thought, feelings, or behavior to help that client overcome abnormal behavior or adjust to problems in living |
|
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Term
|
Definition
| the therapist theoretical point of view interacts with the client's to determine how the therapist and client relate to each other |
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Term
|
Definition
| personality, learning, motivation, and emotions |
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Term
|
Definition
| an institution for the care of the mentally ill |
|
|
Term
| Community mental health movement |
|
Definition
| community for them (where most people with problems are today) |
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Term
|
Definition
Sigmund Fraud
Early experiences, internal conflicts |
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Term
|
Definition
| Freud's method of psychotherapy (months to a year) which aims to provide insight into the conflicts that are presumed to lit at the roots of a person's problems/ help the client express feeling and urges that have been repressed |
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Term
|
Definition
| the expression of repressed feelings and the impulses to allow the release of the psychic energy associated with them |
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Term
|
Definition
| the uncensored uttering of all thoughts that come to mind (lying on couch, no censored thoughts) |
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|
Term
|
Definition
| the tendency to block the free expression of impulses and primitive ideas- a reflection of the defense mechanisms of repression. |
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Term
|
Definition
| an explanation of a client's utterance according to psychoanalytic theory |
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Term
|
Definition
| responding to one person in way that is similar to the way one responded to another person in childhood |
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Term
|
Definition
| interpret someone's dream |
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Term
|
Definition
| a primitive method used by the id to attempt to gratify basic instincts |
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Term
|
Definition
| a sign that represents the penis |
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Term
|
Definition
| the reported content of dreams |
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Term
|
Definition
| the symbolized or underlying content of dreams |
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|
Term
| Modern Psychodynamic Approaches |
|
Definition
| briefer, less intense, sit face to face, more directive |
|
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Term
|
Definition
| a psycho dynamically oriented therapist who focuses on the conscious, coping behavior of the ego instead of the hypothesized, unconscious functioning of the id |
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Term
|
Definition
| quality of subject's subjective, conscious experience (here and now not the past) |
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Term
|
Definition
Carl Rogers
method of psychotherapy which emphasizes the creation of a warm, therapeutic atmosphere that frees client's to engage in self-explanation and self-expression (non-directive) |
|
|
Term
| Conditions needed for Client centered therapy |
|
Definition
| unconditional positive regard, empathic understanding, frame of reference, genuineness |
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|
Term
| Unconditional Positive Regard |
|
Definition
| acceptance of the value of another person, although not necessarily acceptance of everything the person does |
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Term
|
Definition
| ability to perceive a client's feeling from the client's frame of reference |
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Term
|
Definition
| one's unique patterning of perceptions and attitudes, according to which one evaluates events |
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Term
|
Definition
recognition and open expression of the therapists own feelings
(widely used in college centers) |
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|
Term
|
Definition
Fritz Perls
attempts to integrate conflicting parts of the personality through directive methods designed to help clients perceive their whole selves
exercises and games, body language |
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|
Term
|
Definition
| systematic application the principles of learning to the direct modification of a client's problem behaviors |
|
|
Term
|
Definition
systematic desensitization, modeling
fear is a learned behavior |
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|
Term
| Systematic Desensitization |
|
Definition
| Wolpe's method for reducing fears by associating a hierarchy of images of fear evoking stimuli with deep muscle relaxation. |
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|
Term
|
Definition
| a behavior therapy in which a client observes and imitates a person who approaches and copes with feared objects or situations |
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|
Term
|
Definition
| a behavior therapy technique in which undesired responses are inhibited by pairing repugnant or offensive stimuli with them |
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|
Term
| Operant Conditioning Procedures |
|
Definition
| token economy, successive approximations, self-monitoring, behavior rehearsal |
|
|
Term
|
Definition
| a controlled environment in which people are reinforced for desired behaviors with tokens that may be exchanged for privileges |
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|
Term
| Successive approximations |
|
Definition
| in operant conditioning a series of behaviors that gradually become more similar to a target behavior. |
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Term
|
Definition
| keeping a record of one's own behavior to identify problems and record successes |
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Term
|
Definition
|
|
Term
|
Definition
| in assertiveness training information about the effectiveness for a response |
|
|
Term
| biofeedback training (BFT) |
|
Definition
| the systematic feeding back to an organism of information about a bodily functions that the organism can gain control of that function |
|
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Term
|
Definition
| a systematic study of behavior in which one identifies the stimuli that trigger problem behavior and the reinforces that maintain it |
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|
Term
|
Definition
| a form of therapy that focuses on how client's cognition's lead to distress and may be modified to relieve stress and promote adaptive behaviors |
|
|
Term
| Rational Emotive Behavior Therapy (REBT) |
|
Definition
Albert Ellis
form of therapy that encourages clients to challenge and correct irrational expectations and maladaptive behaviors |
|
|
Term
| Two most maladaptive behaviors |
|
Definition
1. We must have love and approval of the people who are important to us
2. We must prove ourselves to be thoroughly competent, adequate, and achieving (active and directive) |
|
|
Term
| What are the benefits to group therapies |
|
Definition
| economical, more information to draw on, peer approval, reassuring, hope, practice social skills |
|
|
Term
|
Definition
| aims to foster self-awareness by focusing on how group members relate to each other in a setting that encourages open expression of feelings |
|
|
Term
|
Definition
|
|
Term
|
Definition
family unit treated as a client
(focus on communication and roles within the family) |
|
|
Term
|
Definition
| a method for combining and averaging the results of individual research studies |
|
|
Term
| What are the problems measuring these therapies? |
|
Definition
1. Blind tests are hard to form
2. What to measure
3. How do you measure it |
|
|
Term
|
Definition
75% were better off
Gestalt fell behind |
|
|
Term
|
Definition
| Drug Therapy, Electroconvulsive Therapy, Psychsurgery |
|
|
Term
|
Definition
| anti anxiety drugs, anti psychotic drugs, antidepressants, inhibitors, lithium |
|
|
Term
|
Definition
| anxiety that can occur when one discontinues use of a tranquilizer |
|
|
Term
| Electroconvulsive Therapy (ECT) |
|
Definition
| treatment of disorders like major depression by passing an electric current through the head |
|
|
Term
|
Definition
| a drug that relieves nervousness or agitation or puts one to sleep |
|
|
Term
|
Definition
| surgery intended to promote psychological changes or to relieve disordered behavior (extremely effective) |
|
|
Term
|
Definition
| the severing or destruction of a section of the frontal lobe of the brain |
|
|
Term
|
Definition
the branch of psychology concerned with the way individuals thoughts, feelings, and behaviors are influenced by others
Can be called normal psychology |
|
|
Term
| Six broad topis of social psychology |
|
Definition
| person perception, attribution processes, interpersonal, attraction, attitudes, conformity and obedience, Behavior in groups |
|
|
Term
|
Definition
| the process of forming impressions of others (often inaccurate) |
|
|
Term
| Effects on Physical Appearance with Social Psychology |
|
Definition
| people assume there's a correlation between look and intelligence and personality. |
|
|
Term
|
Definition
| organized clusters of ideas about categories of Social events and people (dates, picnic) |
|
|
Term
| How do we learn the social norms? |
|
Definition
| explicit laws, unspoken cultural understandings, unconscious cultural regulations |
|
|
Term
| When do people violate the social norm? |
|
Definition
when it is acceptable (Halloween)
Openness to experience |
|
|
Term
|
Definition
| widely held belief that people have certain characteristics because of their membership in a particular group (sex, age, race) |
|
|
Term
|
Definition
| a misconception that occurs when people estimate that they have encountered more confirmations of an association between social traits than they have actually seen. |
|
|
Term
|
Definition
| people's tendency to assume that the social spotlight shines more brightly on them than it actually does |
|
|
Term
|
Definition
Reproduction=Attractiveness
Categorize=Friend or Foe |
|
|
Term
|
Definition
| the group that people belong to and identify with |
|
|
Term
|
Definition
| people who are not part of the ingroup |
|
|
Term
|
Definition
| inferences that people draw about the causes of events, others behavior and their own behavior (because we have a need to understand things) |
|
|
Term
|
Definition
| ascribing the causes of behavior to personal dispositions, traits, abilities, and feelings |
|
|
Term
|
Definition
| ascribing the causes of behavior to situational demands and environmental constraints |
|
|
Term
| fundamental attribution error |
|
Definition
| observers bias in favor of internal attributions in explaining others behavior |
|
|
Term
|
Definition
| the tendency to blame victims for their misfortune, so that one feels less likely to be victimized in a similar way |
|
|
Term
|
Definition
| the tendency to attribute one's successes to personal factors and one's failures to situational factors |
|
|
Term
|
Definition
| putting personal goals ahead of group goals and defining one's identity in terms of personal attributes rather then group memberships |
|
|
Term
|
Definition
| putting group goals ahead of personal goals and defining ones identity in terms of the groups one belongs (western cultures tend to be more individualistic) |
|
|
Term
|
Definition
| positive feelings toward another |
|
|
Term
|
Definition
| the idea that males and females of approximately equal physical attractiveness are likely to select each other as partners |
|
|
Term
|
Definition
| liking those who show that they like you |
|
|
Term
|
Definition
| a complete absorption in another that includes tender sexual feelings and the agony and ecstasy of intense emotion |
|
|
Term
|
Definition
| warm, trusting, tolerant affection for one another whose life is deeply intertwined with ones own |
|
|
Term
|
Definition
| warmth, closeness, and sharing in a relationship |
|
|
Term
|
Definition
| an intent to maintain a relationship in spite of the difficulties and costs that may arise |
|
|
Term
|
Definition
| Orientations that locate objects of thought on dimensions of judgement (cognitive, affective and behavioral components) |
|
|
Term
|
Definition
| made up of the beliefs that people hold about the object of an attitude |
|
|
Term
|
Definition
| emotional feelings stimulated by an object of thought |
|
|
Term
|
Definition
| consists of an attitude of predispositions to act in certain ways toward an attitude object |
|
|
Term
|
Definition
| strength, accessibility, and ambivalence |
|
|
Term
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Definition
| firmly held, durable over time, powerful impact on behavior |
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Term
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Definition
| how often one thinks about it and how quickly it comes to mind. Correlated with attitude strength |
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Term
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Definition
| conflicted evaluations that include both positive and negative feelings about an object of thought |
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Definition
| the person who sends a communication |
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Term
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Definition
| the person to whom a message is sent |
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Term
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Definition
| the information transmitted by a source |
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Term
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Definition
| the medium through which a message is sent |
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Definition
| credibility, trustworthiness, likeability, similarity |
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Term
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Definition
| two sided are more effective, validity effect, fear appeals, research appeals |
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Term
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Definition
| forewarning, dis-confirmation |
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Term
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Definition
| another persons attitude rubs off |
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Term
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Definition
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Term
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Definition
| openly express an attitude |
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Term
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Definition
| assumes that inconsistency among attitudes propels people in the direction of attitude changes |
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Term
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Definition
| the psychological state that exists when related cognition are inconsistent |
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Term
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Definition
| when people carefully ponder the content and logic of persuasive messages |
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Term
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Definition
| when persuasion depends on nonmessage factors |
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Term
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Definition
| the tendency for people to yield to real or imagined social pressure |
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Definition
| a form of compliance that occurs when people follow direct commands usually from someone in a position of authority (Milgram Studies) |
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Term
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Definition
| two or more individuals who interact and are interdependent |
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Term
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Definition
| a paradoxical social phenomenon in which people are less likely to provide needed help when they are in groups then when they are alone |
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Term
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Definition
| a reduction in effort by individuals when they work in groups as compared to when they work by themselves |
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Term
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Definition
| a phenomenon that occurs when group discussion strengthens a groups dominant point of view and produces a shift toward a more extreme decision in that direction |
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Term
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Definition
| a process in which members of a cohesive group emphasizes concurrence at the expense if critical thinking in arriving at a decision |
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Term
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Definition
| the strength of the liking relationships liking group members to each other and to the group itself |
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Term
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Definition
| a negative attitude held toward members of a group |
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Term
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Definition
| behaving differently, usually unfairly toward the member of the group |
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Term
| foot in the door technique |
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Definition
| getting people to agree to a small request to increase the chance they will agree to a larger request later |
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Term
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Definition
| getting someone to commit to an attractive position before revealing the hidden costs |
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Term
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Definition
| the rule that people should pay back in kind what they receive from others |
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