How to Coach Yourself and Others Beware of Manipulation | Page 165

55. Hook and Sinker
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.
Why it works
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.

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