Unraveling SITT: Social Influence Technique Taxonomy and Detection with LLMs

Aleksander Szcz\k{e}sny; Beata Bajcar; Berenika Dyczek; Jolanta Babiak; Maciej Markiewicz; Przemys{\l}aw Kazienko; Wiktoria Mieleszczenko-Kowszewicz

REVIEW 4 major objections 5 minor 242 references

Unraveling SITT: Social Influence Technique Taxonomy and Detection with LLMs

T0 review · 4 major / 5 minor · reviewed 2026-08-07 · deepseek-v4-flash

Challenge this review Re-run · record.json Download PDF Read on arXiv ↗

Pith's one-line read Top model hits 0.45 F1 on persuasion categories, 0.31 on techniques.

desk verdict Useful new taxonomy and dataset, but the technique-level benchmark is circular because GPT-4o pre-assignment capped the gold label space. read the letter →

arxiv 2506.00061 v1 pith:SSGS4YVK submitted 2025-05-29 cs.CL cs.AI

Wiktoria Mieleszczenko-Kowszewicz , Beata Bajcar , Aleksander Szczęsny , Maciej Markiewicz , Jolanta Babiak , Berenika Dyczek , Przemys{l}aw Kazienko This is my paper

classification cs.CLcs.AI

keywords socialinfluencedetectionmanipulationpersuasiontaxonomySITTmulti-labelclassificationLLMbenchmarkPolishdialoguedatasetzero-shot

verification ladder T0 review T1 audit T2 compute T3 formal

The pith

A machine-rendered reading of the paper's core claim, the machinery that carries it, and where it could break.

The reading

The paper builds a two-tier taxonomy of social influence, with nine categories and 58 concrete techniques, and uses it to create a 746-dialogue benchmark annotated by 11 experts in Polish and translated into English. It then asks whether five LLMs can detect the categories and techniques zero-shot in a hierarchical multi-label setup. The central claim is that they cannot yet: the best model reaches micro-F1 0.45 for categories and 0.31 for techniques on Polish, while the Context category averages only 0.07 F1 and dozens of techniques are never detected at all. If correct, this is a realistic baseline for any system meant to flag manipulation or persuasion in natural conversation, and it argues that domain-specific fine-tuning and larger, better-balanced datasets are necessary next steps.

What carries the argument

The load-bearing object is the Social Influence Technique Taxonomy (SITT): 58 empirically grounded techniques grouped into nine categories (Image, Context, Information, Social norms, Reciprocity, Emotions, Liking, Authority, Consistency), each with a definition and a dialogue-level example. The evaluation runs on the SITT dataset, 746 dialogues annotated in Polish by 11 experts and machine-translated into English, with categories and techniques as multi-label targets. Detection is hierarchical: a first prompt asks the LLM to assign categories from definitions and examples, and a second prompt asks it to choose techniques only from those categories, with temperature and top-p set to 0.0. That two-stage design means technique scores depend entirely on category scores, which is why category-level misses propagate into technique-level misses.

What would settle it

Re-annotate a random sample of the 746 dialogues with a fresh, calibrated panel and compute agreement such as Cohen's kappa per category and technique; if the techniques that scored zero in the LLM benchmark also show low annotator agreement, the zero scores are partly label noise rather than pure model failure.

Watch

Extended reading notes

Core claim

On the paper's own terms, the discovery is a capability measurement. Under the SITT taxonomy and the hierarchical protocol, where category assignment comes first and technique assignment is restricted to predicted categories, no tested LLM shows strong detection of social influence. Claude 3.5 Sonnet performs best on Polish with micro-F1 0.45 for categories and 0.31 for techniques, while on English the best category score is Mixtral-8x22B at 0.40. The weakest spot is the Context category, whose mean F1 is 0.07, and 11 techniques in Polish and 14 in English receive no correct prediction at all. The paper reads this as evidence that current LLMs lack sensitivity to nuanced linguistic and contextual cues, that they are conservative in ways that favor precision over recall, and that the bottleneck is not uniform across categories.

Load-bearing premise

The benchmark conclusions collapse if the gold labels are not reliable: each dialogue-category pair was judged by only two or three of the eleven annotators, there was no calibration session and no reported inter-annotator agreement, only about 10 percent of annotations were verified, and GPT-4o both generated part of the corpus and pre-assigned the categories the experts then confirmed.

Editorial extensions

If this is right

Any zero-shot LLM-based detector built today will miss most manipulative content, especially techniques that depend on situational or personal context.
The high-precision, low-recall behavior means such detectors will rarely produce false accusations, but will silently pass over most manipulation.
Category-level errors propagate: because the second stage only sees techniques from predicted categories, a missed category makes every technique inside it unreachable.
Technique-level performance is so low that fine-tuning, larger datasets, and better class balance are prerequisites for practical use.
Language matters: Polish scores are generally higher than English, consistent with the data being originally Polish and then translated.

Reading between the lines

Editorial extensions of the paper, not claims the author makes directly.

Because GPT-4o generated 159 of the 746 dialogues from the taxonomy itself and pre-assigned categories, part of the benchmark may really be measuring agreement between models rather than human-visible social influence; a cleaner evaluation would use independently sourced dialogues.
The near-zero Context and Consistency scores may reflect a task-design issue as much as a model limitation, since those techniques often require world knowledge the prompt does not supply; conditioning the second stage on oracle categories would isolate the cause.
The per-technique failure lists are a ready-made curriculum: retraining on just the never-detected techniques and measuring recovery would directly test whether the ceiling is data-limited.
The same taxonomy could be turned into a generation-and-detection loop, using the definitions to synthesize positive and negative examples and testing whether fine-tuning on hard negatives closes the gap.

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Editorial analysis

A structured set of objections, weighed in public.

Desk editor's note, referee report, and a circularity audit.

Desk Editor's Note

read the letter

Worth knowing: this paper delivers a genuinely useful resource, a nine-category, 58-technique taxonomy of social influence and a 746-dialogue Polish corpus with expert labels. The taxonomy is a re-grouping of known techniques from Cialdini and Dolinski & Grzyb, but the textual-detection angle and the corpus are new. The paper is unusually transparent: full prompts, annotation guidelines, per-category and per-technique results, and an honest limitations section.

The soft spot is load-bearing. Section 4.2 says annotation samples were distributed based on initial model predictions, i.e., GPT-4o pre-assignments from Appendix B.4. Each annotator labeled techniques only within their two assigned categories, and the second round that would assign techniques for the other categories was not performed. So any technique from a category GPT-4o did not pre-assign for a dialogue could never receive a gold label. The other categories marks are category-only. This makes the technique-level F1 scores (e.g., Claude's 0.31) a measurement of agreement with a GPT-4o-initialized label set, not a clean measurement of LLM detection ability. A model that correctly catches a technique from a category GPT-4o missed is scored as a false positive, and recall is capped by GPT-4o's own recall. The never-correctly-identified techniques are suspect for the same reason. The 159 GPT-4o-generated dialogues compound this, because their gold labels are the techniques GPT-4o was told to instantiate.

The lack of inter-annotator agreement and a human baseline is real but secondary. Even perfect expert agreement cannot recover labels that were never presented for annotation.

The central claim, that LLMs have limited zero-shot capability on these techniques, is plausible and likely directionally right, but this evidence does not establish it. Read the paper as a resource contribution with a pilot evaluation, not as a benchmark result.

Recommendation: send to peer review, but require the label-construction issue to be addressed, either a re-annotation with category sampling independent of model predictions, or an explicit scoping of the claim as detection relative to GPT-4o-proposed categories. Add agreement metrics and a human baseline. The resource is worth the effort.

Referee Report

4 major / 5 minor

Summary. The paper introduces SITT, a two-tier taxonomy of 58 social influence techniques grouped into nine categories, and constructs a 746-dialogue Polish benchmark (SITT dataset) annotated by 11 experts, with English translations produced by GPT-4o. The authors evaluate five LLMs in a hierarchical multi-label classification setting, reporting micro-F1 scores for categories and techniques. The headline result is that Claude 3.5 Sonnet achieves the best Polish performance with 0.45 micro-F1 for categories and 0.31 for techniques, while several categories and techniques are rarely or never correctly identified. The paper concludes that current LLMs have limited zero-shot capability for detecting subtle social influence and argues for domain-specific fine-tuning and larger datasets.

Significance. If the benchmark were methodologically clean, the paper would be a useful contribution: it provides a detailed taxonomy with definitions and examples, a public dataset in an under-resourced language setting, full prompts and annotation guidelines, and a falsifiable low-ceiling result for zero-shot LLM detection of social influence. The appendices are unusually transparent about data construction and expert verification. However, the central empirical claim about technique-level detection is currently not supported because the gold technique labels are restricted by GPT-4o pre-assignment, and the evaluation also lacks inter-annotator agreement and a human baseline. The resource and taxonomy are still valuable, but the benchmark conclusions require rework before publication.

major comments (4)

[4.2, 4.4, 5.2, Table 3] Technique-level gold labels are restricted to categories that GPT-4o pre-assigned. Section 4.2 says annotation samples were distributed "based on initial model predictions" and each expert labels techniques only in two assigned categories; Section 4.4 explicitly notes that the second round of annotations "was not yet performed." Consequently, any technique in a category GPT-4o did not pre-assign cannot receive a gold technique label, so a model that detects it is counted as a false positive and recall is capped by GPT-4o's recall. This directly affects the headline technique F1 scores in Table 3 and the "never correctly identified" technique lists in Section 5.2 and Appendix D. The technique-level benchmark should be completed with full annotation, or the claims should be reframed as agreement with a GPT-4o-initialized label set.
[B.3, B.4, B.5, 5.2] The same model, GPT-4o, generated 159 of the 746 dialogues with labels equal to the techniques it was told to instantiate, pre-assigned the categories used to route expert annotation, translated the Polish data into English, and was then one of the evaluated models. Section 5.2 even reports that GPT-4o's Polish and English results are identical. This creates potential leakage and makes the GPT-4o rows of Table 3 difficult to interpret as an independent evaluation. Report a robustness check that excludes GPT-4o-generated dialogues and uses a different translator model, or justify why these choices cannot affect the conclusions.
[4.2, 4.3] No inter-annotator agreement is reported for the 2,177 assignments, and the verification step in Section 4.3 covers only a minimum of 10% of each annotator's work, with consistency ranging from 73% to 100%. Since the gold labels are the yardstick for every F1 score in Table 3, the absence of agreement statistics and the absence of any human baseline make it impossible to separate model error from annotation noise. Report per-category agreement (e.g., Cohen's kappa or Fleiss' kappa on the overlapping judgments) and a human-expert baseline on a sample.
[5.1, 6] The hierarchical design in Section 5.1 lets a model name techniques only from the categories it predicted in the first step; the authors themselves note in the Limitations paragraph of Section 6 that category-level misclassification prevents technique identification. The reported technique-level F1 therefore conflates category detection with technique detection, which is especially relevant for the claims about techniques that were "never correctly identified". Report technique metrics conditioned on correct category prediction, or state in the headline conclusions that the technique numbers include error propagation from the category step.

minor comments (5)

[Table 7, Figures 7 and 9] Techniques 35 and 36 are both numbered 36 in the table and figures for "Take advantage of a good mood" and "Take advantage of a bad mood", conflicting with the numbering in Appendix A; renumber consistently throughout.
[Table 1, Table 6, Section 6, Section 4.2] Please correct typos and inconsistencies: "Reciprority" in Table 1, "Content" instead of "Context" in Table 6, "Discusion" in the Section 6 heading, and "assigend" in Section 4.2.
[Table 3, Figures 5-9] The reported F1 scores have no confidence intervals or significance tests; given the small set of five models and the extreme class imbalance shown in Figure 2, add bootstrap confidence intervals or at least a note on the instability of the estimates.
[5.2] The identical Polish and English results for GPT-4o are stated but not explained; clarify whether this is expected because the same model produced the translation, and discuss what this implies for the English-language comparisons in Table 3.
[4.4] The 43 dialogues with no assigned technique are not characterized; state whether these are genuine negative examples or artifacts of the incomplete second annotation round, since this affects the interpretation of recall at the technique level.

Circularity Check

2 steps flagged · score 6.0 of 10

Technique-level gold labels are restricted to GPT-4o's pre-assigned categories, so the reported LLM detection ceiling is partly an artifact of the label-construction pipeline.

other [Section 4.2 (Expert-based dialogue annotation) and Section 4.4 (Dataset profile)]
"Annotation samples were distributed based on initial model predictions, ensuring that each predicted category for a given sample was assigned to two annotators. ... As annotators were tasked to mark all categories they recognize, but only those techniques they specialize in, the mean number of categories per dialogue is higher, despite the possibility of many techniques from a single category. This is because the second round of annotations, in which such samples would be assigned to appropriate technique annotators, was not yet performed."

The 'initial model predictions' are GPT-4o category pre-assignments (Appendix B.4). Because technique annotation happens only within the pre-assigned categories, any category GPT-4o misses can receive at most a category-level 'other' mark, never a technique-level gold label; the planned second annotation round that would add techniques for those categories was never executed. The gold technique set is therefore confined to GPT-4o's category choices. When an LLM detects a technique in a category GPT-4o missed, the detection is scored as a false positive, and recall on such techniques is zero by construction.
other [Section 4.1 (Dialogue corpus), Appendix B.3]
"159 samples generated by GPT-4o – 3 samples per technique based on the developed taxonomy, Appendix B.3."

These 159 dialogues constitute about 21% of the 746-dialogue corpus. Their gold labels are exactly the technique names supplied in the generation prompt, so the ground truth for this subset is the generator's own instruction rather than an independent expert determination of which technique the text instantiates. The benchmark then compares LLMs—including GPT-4o itself—against these prompt-derived labels, so on this subset the 'prediction' is evaluated against the input that created the text. This compounds the pre-assignment issue: a nontrivial fraction of the benchmark measures how well models recover GPT-4o's prompt intent, not a human-independent capacity for social-influence detection.

full rationale

The paper's category-level results and the majority of the corpus are external: 488 dialogues come from MentalManip and 99 from CToMPersu, and 11 experts provided final human verification, with no inter-annotator agreement reported but with a stated 73–100% consistency on 10% of annotations. Those parts give the benchmark independent content. However, the technique-level evaluation is partially circular in the strongest sense used here: the gold technique label space is defined by GPT-4o's pre-assigned categories because annotators labeled techniques only within their assigned categories and the second annotation round was never performed. Consequently, the central claim that LLMs 'have not yet developed strong capabilities for detecting social influence categories and techniques' is supported by a measurement where any technique falling outside GPT-4o's pre-assignment is invisible and counts against the model. The additional 159 GPT-4o-generated dialogues compound the problem by making 21% of the labels prompt-derived. For these reasons the benchmark cannot cleanly establish the claimed LLM detection ceiling; the technique F1 scores are contaminated by construction, though not the entire taxonomy contribution. No load-bearing self-citation chain or fitted-parameter-as-prediction issue is present; the circularity is the LLM-in-the-loop label construction.

Assumptions & free parameters 2 free parameters · 3 assumptions · 1 invented entities

The central benchmark result rests on the reliability of the expert annotations, the validity of the taxonomy, and the assumption that text alone carries the relevant influence cues. No numeric constants are fitted; the free parameters listed are dataset design choices. The taxonomy itself is an invented conceptual entity with no external validation.

free parameters (2)

Number of LLM-generated samples per technique = 3
Dataset composition choice; 159 of 746 dialogues generated by GPT-4o.
Annotators per category set = 2-3
Only two annotators per category set, three for {3,6}, chosen based on label distribution; affects label reliability.

assumptions (3)

domain assumption Expert annotations are a valid ground truth for social influence techniques
No inter-annotator agreement computed; verification of only 10% of annotations.
domain assumption The SITT nine-category structure reflects the true grouping of social influence techniques
Based on qualitative semantic analysis by nine experts; not empirically validated against an external benchmark.
domain assumption Social influence techniques are detectable from text alone
The study evaluates only textual dialogues; non-textual cues are excluded, as acknowledged in Limitations.

invented entities (1)

SITT taxonomy (58 techniques, 9 categories)
purpose: Framework for annotating and detecting social influence in text
Introduced by this paper; grounded in prior literature but with no external validation beyond the authors' expert judges.

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Cite this review

Pith. "Pith review of Unraveling SITT: Social Influence Technique Taxonomy and Detection with LLMs." pith.science (2026). https://pith.science/paper/SSGS4YVK

@misc{pith2026250600061,
  author       = {Pith},
  title        = {Pith review of: Unraveling SITT: Social Influence Technique Taxonomy and Detection with LLMs},
  year         = {2026},
  howpublished = {\url{https://pith.science/paper/SSGS4YVK}},
  note         = {Machine review of arXiv:2506.00061}
}

read the original abstract

In this work we present the Social Influence Technique Taxonomy (SITT), a comprehensive framework of 58 empirically grounded techniques organized into nine categories, designed to detect subtle forms of social influence in textual content. We also investigate the LLMs ability to identify various forms of social influence. Building on interdisciplinary foundations, we construct the SITT dataset -- a 746-dialogue corpus annotated by 11 experts in Polish and translated into English -- to evaluate the ability of LLMs to identify these techniques. Using a hierarchical multi-label classification setup, we benchmark five LLMs, including GPT-4o, Claude 3.5, Llama-3.1, Mixtral, and PLLuM. Our results show that while some models, notably Claude 3.5, achieved moderate success (F1 score = 0.45 for categories), overall performance of models remains limited, particularly for context-sensitive techniques. The findings demonstrate key limitations in current LLMs' sensitivity to nuanced linguistic cues and underscore the importance of domain-specific fine-tuning. This work contributes a novel resource and evaluation example for understanding how LLMs detect, classify, and potentially replicate strategies of social influence in natural dialogues.

Figures

Figures reproduced from arXiv: 2506.00061 by the authors.

**Figure 2.** Unique expert-verified occurrences of SITT techniques in all dialogues. [PITH_FULL_IMAGE:figures/full_fig_p006_2.png] view at source ↗

**Figure 3.** The distribution of unique SITT techniques [PITH_FULL_IMAGE:figures/full_fig_p006_3.png] view at source ↗

Figures from the paper (5 more)

**Figure 5.** Figure 5: F1 scores of tested LLMs for classifying SITT categories. [PITH_FULL_IMAGE:figures/full_fig_p007_5.png]

**Figure 6.** Figure 6: F1 scores of tested LLMs for classifying SITT [PITH_FULL_IMAGE:figures/full_fig_p007_6.png]

**Figure 7.** Figure 7: F1 scores of Claude Sonnet 3.5 for classification of the SITT techniques based on Polish dataset version. [PITH_FULL_IMAGE:figures/full_fig_p008_7.png]

**Figure 8.** Figure 8: F1 scores of tested LLMs for classification of the SITT categories. [PITH_FULL_IMAGE:figures/full_fig_p035_8.png]

**Figure 9.** Figure 9: F1 scores of Claude Sonnet 3.5 for classification of the SITT techniques based on English dataset version. [PITH_FULL_IMAGE:figures/full_fig_p035_9.png]

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Reference graph

Works this paper leans on

242 extracted references · 79 canonical work pages

[1]

It is clear that you have a deep understanding of animals and I believe that you will find that our product is an excellent solution for cats with sensitive stomachs

Expert snare Emphasizing the interlocutor’s ex- pertise during the conversation en- courages him to maintain this image and act in accordance with the as- signed role. "It is clear that you have a deep understanding of animals and I believe that you will find that our product is an excellent solution for cats with sensitive stomachs."
[2]

But you are extraordinary. And that is why you (and only you) will be treated in a special way

To be exceptional Emphasizing the uniqueness of a person/group makes them more in- clined to engage in a particular be- havior. "But you are extraordinary. And that is why you (and only you) will be treated in a special way."
[3]

You will probably refuse, but I wonder if you would be willing to help us by making a monetary donation

You will probably refuse, but. . . Suggesting to the interlocutor that she is likely to refuse to comply with the request, which paradoxi- cally leads her to accept it. "You will probably refuse, but I wonder if you would be willing to help us by making a monetary donation."
[4]

You are the head of the family. You will definitely make the decision that is best for our family

Labeling Presenting the interlocutor’s charac- teristics in a way that makes her be- lieve that the characteristics are true. As a result, the person behaves con- sistently with the described charac- teristics. "You are the head of the family. You will definitely make the decision that is best for our family."
[5]

Kasia and Tomek are walking together in the market square

A witness to an interaction Using the presence of a witness to induce the interlocutor to make a de- cision – to grant or reject the request – in a way that reinforces her desired image. Kasia and Tomek are walking together in the market square. They are approached by a volunteer collecting donations for an animal shelter. Tomek, wanting to make a good im...
[6]

I’m looking for people who really care about the en- vironment, like you, which increases the chances of receiving a donation

We are looking for people like you Asking a person while emphasizing that they are looking for someone with specific characteristics that the person has. "I’m looking for people who really care about the en- vironment, like you, which increases the chances of receiving a donation. "Would you like to support our action with a small donation?" B. Context mo...
[7]

framework

Framing Presenting information in a specific context or "framework" that influ- ences the way people interpret it and make decisions. "This treatment has a 90% success rate" (positive fram- ing). "There is a 10% risk of surgery failure" (negative framing). Continued on the next page Name/Definition Example
[8]

This model is the latest, but this one has a better camera, and this one is more functional

Disrupt-then-reframe Putting a person in a state of confu- sion or uncertainty that makes them less able to rationally analyze the sit- uation. A salesperson presents a customer with several differ- ent phone models, each time changing their opinion about them (e.g., "This model is the latest, but this one has a better camera, and this one is more functio...

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[9]

An industry conference organizer invites you to speak in eight months

Ask for it well in advance Asking to take action well in ad- vance, as people rate their future responsibilities as less burdensome than their current ones. An industry conference organizer invites you to speak in eight months. Because the event seems far off, you agree withou...
[10]

Thank you for taking the time. I have a request for you – could you help me with the preparation of the report? Your experience would be very valuable to me

Have a face-to-face meeting Encouraging direct contact, making it easier to build trust and increase the chance of a positive response. A: "Thank you for taking the time. I have a request for you – could you help me with the preparation of the report? Your experience would be ...
[11]

Gener- ating a sense that something is spe- cial and valuable increasing the de- sire to possess it

Unavailability Assigning more value to things that are more difficult to access or are limited in time and quantity. Gener- ating a sense that something is spe- cial and valuable increasing the de- sire to possess it. Promotion lasts only until July 14. Hurry! The number of pr...
[12]

Look ahead and see how close you are. You will travel a few hundred meters more and you are at the top

Goal progress In the message, emphasizes that the achievement of the goal is imminent, so that the person continues to ac- tion. "Look ahead and see how close you are. You will travel a few hundred meters more and you are at the top."
[13]

"Get involved in saving our planet! As part of our cam- paign, you can: a) plant a tree in a designated place or b) pay PLN 20 to buy a seedling

The power of limited choice The purpose of this is to steer an in- dividual in the desired direction by limiting the number of options avail- able to choose from. "Get involved in saving our planet! As part of our cam- paign, you can: a) plant a tree in a designated place or b...
[14]

The caller refuses due to a lack of time

Dump and chase After an obstacle to implementing a request arises, the continuation of the dialogue by asking questions to explain the reasons for the refusal. The caller refuses due to a lack of time. We can propose a different date or a shorter meeting, which increases the c...
[15]

A: Will we postpone the deadline for submitting the project by one day? B: That can be problematic

Script of mindless action Adding any (even trivial) justifica- tion to a request. A: Will we postpone the deadline for submitting the project by one day? B: That can be problematic. A: An extra day will allow you to gather all the necessary information. Continued on the next p...
[16]

Validation - Persuasion Admitting that the interlocutor is right that his resistance to change or action is understandable, and then presenting arguments to convince him to take the desired action. A dietitian tells a person who is losing weight: "I know how difficult it is to...
[17]

Clean Air

Induction of hypocrisy To obtain statements from a person in support of certain attitudes or be- haviors, and then to demonstrate that their actions are contrary to those statements. A: I know smoking is harmful; everyone knows that. B: Then why do you still smoke? A: Well... ...
[18]

Studies show that women who do not self-examine their breasts are less likely to detect a tumor in the early, treatable phase of the disease

Valence framing Emphasizing what a person can lose if they don’t do something is more effective than talking about what they will gain if they do it. "Studies show that women who do not self-examine their breasts are less likely to detect a tumor in the early, treatable phase ...
[19]

Scheduling a meeting at 4:55 p.m

The pique technique Formulating a message in an unusual way to arouse the interest of the re- cipient, increasing the likelihood of its acceptance. Scheduling a meeting at 4:55 p.m. instead of 5:00 p.m
[20]

The only request Emphasizing that the request is one- time and does not entail further obli- gations. "Hello, I’m collecting money for a local children’s hos- pice, we are trying to raise money for its better function- ing, will you join us and make a donation? That is the onl...
[21]

Hey, I need you to look at my results and give me some tips

Metacommunication bind Formulating a request for an expla- nation of the interlocutor’s refusal to do us a favor, which is so problem- atic that she is prompted to comply with our request. You turn to a colleague, "Hey, I need you to look at my results and give me some tips." ...
[22]

Everyone knows it

“Everyone knows it” Appeal to the opinion or behavior of the majority. Club owners create artificial queues outside to suggest high interest and high quality of the venue, which attracts more customers
[23]

Everyone in our team is helping with this project, can you join?

The “We” rule Identifying with the characteristics or experiences of a given group in order to increase the interlocutor’s propensity to comply with a request. A colleague turns to a coworker: "Everyone in our team is helping with this project, can you join?" Continued on the ...
[24]

That’s how we do it here

“That’s how we do it here” Drawing attention to an existing so- cial norm and reminding of its mean- ing. In a housing estate, residents are informed: "In our com- munity, we segregate waste because it is customary for us to do so," which increases the commitment to recy- cling
[25]

Hotel guests were informed that 75% of people using their specific room (e.g

We are exceptional Appeal to the norms of the group to which the recipient belongs, particu- larly emphasizing its uniqueness. Hotel guests were informed that 75% of people using their specific room (e.g. No. 215) decided to use the towel again. Appealing to the norm in a smal...
[26]

Adam was named employee of the month and receives congratulations throughout the day

Birthday effect Making requests to a person who has experienced many pleasant gestures during the day. Adam was named employee of the month and receives congratulations throughout the day. At the end of the working day, a colleague asks him for help with one task with which he...
[27]

Thanking for work-related activities makes the person think about them more often, see their meaning, and effects more often

Gratitude Showing gratitude for a favor done, increasing further involvement. Thanking for work-related activities makes the person think about them more often, see their meaning, and effects more often
[28]

Inviting someone to lunch, and then asking for help or a replacement at work

Give to take Doing a small favor to expect future help. Inviting someone to lunch, and then asking for help or a replacement at work
[29]

A driver in a traffic jam willingly lets the car in front of him if he was previously let in by another driver earlier

Indirect reciprocity Taking advantage of someone who has just helped another person, makes them more likely to help us. A driver in a traffic jam willingly lets the car in front of him if he was previously let in by another driver earlier
[30]

Person A gives valuable advice to Person B

We’ve already given Helping someone important to the manipulated person to gain commit- ment. Person A gives valuable advice to Person B. Person B can’t repay A directly, but sees Person C in need of similar help and helps them instead
[31]

A student asks the teacher to release him from his home- work completely

Door-in-the-face Presenting a difficult request first, then follow it with the actual, smaller request. A student asks the teacher to release him from his home- work completely. After refusing, he asks for an extension of the deadline, which is accepted. F. Appealing to emotio...
[32]

Can you help me organize the papers? This will help to complete their assessment faster

Emotional see-saw Inducing a sudden change of emo- tions in the interlocutor – from posi- tive to negative or vice versa; putting her in a state of emotional disorien- tation, making him more susceptible to influence. A teacher tells a student that she failed an important exam...
[33]

If you do not acquire life insurance, your family will be left without financial support in the event of an accident

Fear and anxiety Inducing a sense of moderately in- tense anxiety or fear. "If you do not acquire life insurance, your family will be left without financial support in the event of an accident." Continued on the next page Name/Definition Example
[34]

If you do not start taking care of your health now, then in a few years, when health problems appear, you will regret that you did nothing about it

Anticipatory regret Inducing in the interlocutor a sense of regret that may occur in the future due to acting or omitting to act now. If you do not start taking care of your health now, then in a few years, when health problems appear, you will regret that you did nothing about it
[35]

A salesperson first tells a funny story or tries to entertain the customer, and then offers to buy the product using their positive emotions

Take advantage of a good mood Inducing a positive emotional state in the recipient. A salesperson first tells a funny story or tries to entertain the customer, and then offers to buy the product using their positive emotions
[36]

A partner is irritated after an argument with someone else

Take advantage of a bad mood Taking advantage of the interlocu- tor’s existing negative mood to in- crease compliance. A partner is irritated after an argument with someone else. You ask for a small favor, such as throwing out the garbage, saying that it will take him away fro...
[37]

An imaginative depiction of an event, e.g., driving a high-speed sports car

Physiological arousal Inducing increased physiological arousal in a person (e.g., accelerated heartbeat). An imaginative depiction of an event, e.g., driving a high-speed sports car
[38]

You left me alone in this difficult situation and I was counting on your support and help

Guilt Inducing a person to feel guilty in order to increase the interlocutor’s propensity to do a favor or fulfill a request as a way to reduce guilt (as a negative emotion). You left me alone in this difficult situation and I was counting on your support and help. Please help...
[39]

Your work results cast a shadow over the image of the team

Shame Inducing a sense of shame in the in- terlocutor to increase the interlocu- tor’s propensity to do a favor or ful- fill a request as a way to alleviate feelings of shame (as a negative emo- tion). Your work results cast a shadow over the image of the team. I ask that you ...
[40]

I know this may be inconvenient for you, but I really need your help in selecting people from our department to be fired

Embarrassment Making the interlocutor feel em- barrassed, which makes them more likely to agree to the request to im- prove their image and feel better. I know this may be inconvenient for you, but I really need your help in selecting people from our department to be fired
[41]

I could always count on you, and now I feel a little disappointed that you don’t have time to help me

Show your disappointment Showing disappointment in the in- terlocutor’s behavior in order to get him to comply with a request, which can improve the mood of both par- ties. I could always count on you, and now I feel a little disappointed that you don’t have time to help me. C...
[42]

I wonder if you can answer the question my professor once asked me

Positive cognitive state Arousing a state of intrigue or curios- ity in an interlocutor through a trick or riddle that he or she is unlikely to solve. As a result, the interlocutor is more likely to comply with requests when experiencing a mixture of cu- riosity, surprise, and...
[43]

Hey, I have the impression that this floor is trying to say something to me... But I don’t understand the crumb language. Maybe you could help her express herself with a mop?

Humor Inducing submission in an individ- ual by 1) weaving a humorous ele- ment into the statement OR 2) hu- morous formulation of a request. This weakens the critical analysis of the content of the message and makes it easier for consent to do a favor. "Hey, I have the impres...
[44]

A: How do you feel? B: Thank you, good

Foot-in-the-mouth Arousing the desire to help/do a fa- vor by illustrating the contrast of the recipient’s good situation to the dif- ficult situation of people in need of help (e.g., the homeless, the starving, or the terminally ill). A: How do you feel? B: Thank you, good. A...
[45]

love" Evoking associations in the inter- locutor with the feeling of love or strong positive bond. Requesting a donation for a can marked with the word

The power of word "love" Evoking associations in the inter- locutor with the feeling of love or strong positive bond. Requesting a donation for a can marked with the word "love" often results in people tossing money into it
[46]

Could you help me with something small? It is re- ally just a moment

Cognitive exhaustion Exploiting a person’s physical, emo- tional, or mental exhaustion (or in- ducing exhaustion) to make requests, which increases the likelihood that the requests will be fulfilled. A: "Could you help me with something small? It is re- ally just a moment." B:...
[47]

People are more likely to buy a product if it is advertised by someone they like

Liking Taking advantage of the affection that the recipient has for us to per- suade them to comply with our re- quest. People are more likely to buy a product if it is advertised by someone they like. Continued on the next page Name/Definition Example
[48]

I love playing computer games too! I saw that you have a new game that I wanted to try. Why don’t you lend me this game?

Similarity The use of commonalities or similar- ities between the manipulative per- son and the person to whom the re- quest is directed. "I love playing computer games too! I saw that you have a new game that I wanted to try. Why don’t you lend me this game?"
[49]

"I’m really impressed by the way you manage this project

Flattery Providing positive, often exagger- ated compliments to the interlocutor to arouse sympathy, favor, or grati- tude. "I’m really impressed by the way you manage this project. You have amazing organizational skills, you can always deal with difficult situations. Maybe yo...
[50]

Scientists confirm that the greenhouse effect is a serious threat to life on Earth

Authority of person or science The use of prestige, position, or knowledge of authority figures to persuade an interlocutor to accept a particular position or argument. Scientists confirm that the greenhouse effect is a serious threat to life on Earth. I. Appeal to consistency...
[51]

Our offer is PLN 100 per product, but that is not all! You will also receive free shipping and an additional gadget!

That’s not all Gradual disclosure of elements (ben- efits) of an offer/proposition in order to increase its attractiveness for the recipient. Our offer is PLN 100 per product, but that is not all! You will also receive free shipping and an additional gadget!
[52]

Insurers often renew policies automatically, and cus- tomers who would have to terminate the contract before the due date remain with their current insurer due to inactivity

Default settings The use of the human tendency to avoid change and stay with the status quo, especially when taking action involves effort or risk. Insurers often renew policies automatically, and cus- tomers who would have to terminate the contract before the due date remain ...
[53]

Would you just like to try on this jacket? You don’t have to buy right away

Inducing involvement Causing an interlocutor to declare something publicly; to create a sense of public declaration. In a store: "Would you just like to try on this jacket? You don’t have to buy right away." Once you have tried it on and decided that it fits, you feel more pre...
[54]

A colleague asks for a short help with a project, claiming that it will take 5 minutes

Low ball Presenting an attractive offer to the interlocutor, which, if accepted, is changed to a less favorable one. A colleague asks for a short help with a project, claiming that it will take 5 minutes. Once you agree, it turns out that the work is more time-consuming, but y...
[55]

Foot-in-the-door 1.00 0.40 0.57 5
[56]

Anita, you care most about getting promoted, right?’ – yes,

Four walls Induce the interlocutor to make such statements that he falls into the trap of consequences. "Anita, you care most about getting promoted, right?’ – yes, "so you certainly want to show how competent you are in analyzing market data" – yes, "you will certainly agree ...
[57]

Literally, a zloty is enough – every penny matters and brings us closer to our goal. Even such a small amount can help provide a meal for a person in need

Even a penny or moment will help Persuading the interlocutor to com- mit even a minimal amount of a re- source, e.g. time, money, which will result in the achievement of a larger goal. "Literally, a zloty is enough – every penny matters and brings us closer to our goal. Even s...
[58]

TRANSLATED DIALOGUE:

Make your commitments public Making your commitment public is more likely to be fulfilled. When someone publicly announces that they are going to exercise every day for a month (e.g. on social media), they feel more pressure to keep their promise not to come across as someone ...
[59]

Z pewno´sci ˛ a wiesz, jako ekspert bezpiecze ´nstwa, który zna i stosuje reguły bezpiecze ´nstwa w sieci, ˙ze nie nale ˙zy stosowa´c prostych haseł

Odwoływanie si˛ e do pozytywnego lub negatywnego wizerunku odbiorcy Polega na wykorzysta- niu istniej ˛ acych lub oczekiwanych cech odbiorcy w celu wywołania okre´slonych reakcji. W tym procesie nadawca odwołuje si˛ e do okre´slonych cech, warto´sci, pogl ˛ adów, itd. odbiorcy...
[60]

S ˛ a one szczególnie skuteczne, poniewa ˙z wpływaj ˛ a na interpretacj˛ e i emocjonalny odbiór informacji, cz˛ esto nie´swiadomie kształtuj ˛ ac decyzje i zachowania

Manipulowanie kontekstem Techniki manipulowania kontekstem polegaj ˛ a na modyfikowaniu lub wykorzystaniu elementów otoczenia, sytuacji, czasu, miejsca lub przestrzeni w taki sposób, aby wpłyn ˛ a´c na postrzeganie i decyzje odbiorców. S ˛ a one szczególnie skuteczne, poniewa ...
[61]

W zale˙zno´sci od kontekstu informacja i argumenty pochodz ˛ ace od nadawcy lub odbiorcy zostaj ˛ a zniekształcone (np

Manipulowanie informacj ˛ a i/lub argumentacj ˛ a Techniki w tej kategorii bazuj ˛ a na przedstawieniu informacji w sposób tendencyjny, sugestywny, selektywny, dwuznaczny lub upraszczaj ˛ acy. W zale˙zno´sci od kontekstu informacja i argumenty pochodz ˛ ace od nadawcy lub odbi...
[62]

Normy społeczne działaj ˛ a jako mechanizm reguluj ˛ acy zachowania, a ich zastosowanie w komunikacji mo˙ze skłania´c ludzi do podejmowania działa´n zgodnych z oczekiwaniami grupy

Odwoływanie si˛ e do wi˛ ekszo´sci i norm grupowych Techniki manipulacji opieraj ˛ ace si˛ e na odwoływaniu do norm społecznych wykorzystuj ˛ a skłonno´s´c ludzi do na ´sladowania zachowa´n wi˛ ekszo´sci lub przestrzegania norm akceptowanych w danej grupie. Normy społeczne dzi...
[63]

Prosz˛ e, oto drobny upominek od naszej restauracji – breloczek, który przypomni Panu o naszej ofercie. Czy mog˛ e zaproponowa´c nasze specjalne menu na dzi ´s?

Odwoływanie si˛ e do reguły wzajemno´sci Techniki manipulacji oparte na regule wzajemno´sci bazuj ˛ a na zasadzie, zgodnie z któr ˛ a ludzie czuj ˛ a si˛ e zobowi ˛ azani do odwzajemnienia przysług, gestów lub korzy´sci, które otrzymali od innych. Ta zasada jest gł˛ eboko zako...
[64]

Metoda ta jest cz˛ esto wykorzystywana do przekonywania lub manipulowania poprzez wywoływanie silnych uczu ´c zamiast przedstawiania logicznych argumentów lub faktycznych dowodów

Odwoływanie si˛ e do emocji Odwoływanie si˛ e do emocji, to taktyka psychologiczna, w której jednostka wykorzystuje bod´ zce emocjonalne - takie jak strach, zło´s´c, lito´s´c lub rado´s´c - aby wpłyn ˛ a´c na postawy, decyzje lub zachowania innych, jednocze ´snie obni ˙zaj ˛ a...
[65]

Taktyki te omijaj ˛ a krytyczne my´slenie, wykorzystuj ˛ ac pozytywne uczucia lub komfort zwi ˛ azany ze ´ zródłem lub przekazem

Techniki oparte na regule lubienia, sympatii, wi˛ ezi Te techniki opieraj ˛ a si˛ e one na tendencji ludzi do bycia bardziej przekonanymi przez tych, których lubi ˛ a, znaj ˛ a lub z którymi maj ˛ a cz˛ esty kontakt. Taktyki te omijaj ˛ a krytyczne my´slenie, wykorzystuj ˛ ac ...
[66]

Odwoływanie si˛ e do autorytetu/atrybutów autorytetu Techniki oparte na autorytecie polegaj ˛ a na wykorzystaniu władzy, pozycji lub eksperckiej wiedzy danej osoby lub instytucji do wpływania na zachowanie, decyzje czy przekonania innych ludzi. Przykład: "Znany ekspert w dzied...
[67]

Detected manipulations:

Odwoływanie si˛ e do konsekwencji w pogl ˛ adach i zachowaniach Techniki manipulacji opieraj ˛ ace si˛ e na regule zaanga˙zowania i konsekwencji polegaj ˛ a na uzyskaniu wst˛ epnego zaanga˙zowania osoby w okre´slone działanie, co prowadzi do wi˛ ekszej gotowo´sci do spełniania...
[68]

As a cybersecurity expert who knows and applies safety rules, you surely understand that using simple passwords is unwise

Appealing to the recipient’s positive or negative self-image This involves using actual or expected traits of the recipient to provoke specific reactions. The sender refers to certain traits, values, or beliefs of the recipient to influence behavior consistent with the desired...
[69]

Is your family’s health important to you?

Manipulating the context These techniques involve modifying or using elements of the environment, situation, time, location, or space to influence how recipients perceive and respond. These are effective because they shape emotional interpretation, often subconsciously. The in...
[70]

Depending on context, the sender’s or recipient’s information or arguments may be distorted (e.g., exaggerated, weakened, or redirected)

Manipulating information and/or argumentation These techniques rely on presenting information in a biased, suggestive, selective, ambiguous, or oversimplified way. Depending on context, the sender’s or recipient’s information or arguments may be distorted (e.g., exaggerated, w...
[71]

80% of your neighbors are saving energy — join them in our campaign

Appealing to the majority or group norms These techniques use social norms and the human tendency to conform to group behavior. Norms regulate behavior, and referring to them can influence people to act in line with group expectations. Example: “80% of your neighbors are savin...
[72]

Here’s a small gift from our restaurant – a keychain to remind you of our offer. May I suggest today’s special?

Appealing to the reciprocity rule Based on the social rule that people feel obliged to return favors or gestures. This is a key mechanism for social exchange and building relationships. Example: “Here’s a small gift from our restaurant – a keychain to remind you of our offer. ...
[73]

If you don’t vote for us, the country will fall into chaos and your family’s safety will be at risk

Appealing to emotions This psychological tactic uses emotional triggers — such as fear, anger, pity, or joy — to influence attitudes or behaviors, while lowering rational analysis. It often replaces facts or logic with emotional impact. Example: A politician says: “If you don’...
[74]

They bypass critical thinking by leveraging positive feelings or comfort related to the speaker or message

Techniques based on liking, sympathy, or rapport These techniques exploit our tendency to be more persuaded by people we like, know, or interact with frequently. They bypass critical thinking by leveraging positive feelings or comfort related to the speaker or message. Example...
[75]

A renowned biology expert says climate change is a real threat to our planet, so we must take action to protect the environment

Appealing to authority/attributes of authority These rely on power, status, or expertise to influence beliefs or actions. Example: “A renowned biology expert says climate change is a real threat to our planet, so we must take action to protect the environment.”
[76]

Could you take a minute to sign our petition? Since you’ve signed, would you consider joining our awareness campaign too?

Appealing to consistency in beliefs and behavior These are based on the rule of commitment and consistency — once someone agrees to something small, they’re more likely to agree to bigger requests. Example: “Could you take a minute to sign our petition? Since you’ve signed, wo...
[77]

Z pewno´sci ˛ a wiesz, jako ekspert bezpiecze´nstwa, który zna i stosuje reguły bezpiecze´nstwa w sieci, ˙ze nie nale˙zy stosowa´c prostych haseł

Odwoływanie si˛ e do pozytywnego/negatywnego wizerunku odbiorcy Definicja: Zespół technik wpływu społecznego, które polegaj ˛ a na odwoływaniu si˛ e do samooceny odbiorcy – jego poczucia to˙zsamo´sci, godno´sci, moralno´sci lub społecznego wizerunku – w celu skłonienia go do o...
[78]

S ˛ a one szczególnie skuteczne, poniewa ˙z wpływaj ˛ a na interpretacj˛ e i emocjonalny odbiór informacji, cz˛ esto nie´swiadomie kształtuj ˛ ac decyzje i zachowania

Modyfikowanie kontekstu Definicja: Zespół technik wpływu społecznego polegaj ˛ acego na modyfikowaniu lub wykorzystaniu elementów otoczenia, sytuacji, czasu, miejsca lub przestrzeni w taki sposób, aby wpłyn ˛ a ´c na postrzeganie i decyzje odbiorców. S ˛ a one szczególnie skut...
[79]

W zale˙zno´sci od kontekstu informacja i argumenty pochodz ˛ ace od nadawcy lub odbiorcy zostaj ˛ a zniekształcone (np

Tendencyjne przedstawianie informacji i/lub argumentów Definicja: Techniki w tej kategorii bazuj ˛ a na przedstawieniu informacji w sposób tendencyjny, sugestywny, selektywny, dwuznaczny lub upraszczaj ˛ acy. W zale˙zno´sci od kontekstu informacja i argumenty pochodz ˛ ace od ...
[80]

Odwoływanie si˛ e do wi˛ ekszo´sci i/lub norm grupowych Definicja: Techniki wpływu społecznego opieraj ˛ ace si˛ e na odwoływaniu do norm społecznych wykorzystuj ˛ ace skłonno´s´c ludzi do na´sladowania zachowa´n wi˛ ekszo´sci lub przestrzegania norm akceptowanych w danej grup...
[81]

Prosz˛ e, oto drobny upominek od naszej restauracji – breloczek, który przypomni Panu o naszej ofercie. Czy mog˛ e zaproponowa´c nasze specjalne menu na dzi´s?

Odwoływanie si˛ e do społecznej wzajemno´sci Definicja: Zespól technik wpływu społecznego opartych na regule wzajemno ´sci bazuj ˛ a na zasadzie, zgodnie z któr ˛ a ludzie czuj ˛ a si˛ e zobowi ˛ azani do odwzajemnienia przysług, gestów lub korzy´sci, które otrzymali od innych...
[82]

l˛ eku, winy, wzruszenia, dumy, entuzjazmu), aby zwi˛ ekszy´c podatno´s´c na sugesti˛ e, przekona´c do okre´slonego działania lub wpłyn ˛ a´c na decyzje

Odwoływanie si˛ e do emocji Definicja: To kategoria technik wpływu społecznego, która polega na celowym wywoływaniu u odbiorcy okre´slonych stanów emocjonalnych (np. l˛ eku, winy, wzruszenia, dumy, entuzjazmu), aby zwi˛ ekszy´c podatno´s´c na sugesti˛ e, przekona´c do okre´slo...
[83]

Celem tych działa´n jest zwi˛ ekszenie skuteczno´sci przekazu poprzez budowanie pozytywnego nastawienia, wzbudzenie zaufania lub poczucia wspólnoty

Odwoływanie si˛ e do sympatii, lubienia lub wi˛ ezi społecznych Definicja: To kategoria technik perswazyjnych polegaj ˛ aca na wykorzystywaniu emocjonalnej blisko´sci, sympatii lub poczucia podobie´nstwa mi˛ edzy nadawc ˛ a a odbiorc ˛ a komunikatu. Celem tych działa´n jest zw...
[84]

ekspert, naukowiec, lider, lekarz), aby zwi˛ ekszy´c wiarygodno´s´c komunikatu i skłoni´c odbiorc˛ e do zaakceptowania okre´slonego stanowiska lub podj˛ ecia działania

Odwoływanie si˛ e do autorytetu/atrybutów autorytetu Definicja: Odwoływanie si˛ e do opinii, stanowiska lub polecenia osoby postrzeganej jako autorytet w danej dziedzinie (np. ekspert, naukowiec, lider, lekarz), aby zwi˛ ekszy´c wiarygodno´s´c komunikatu i skłoni´c odbiorc˛ e ...
[85]

#Co musiałoby si˛ e zmieni´c, aby w tek´scie wyst ˛ apił wpływ społeczny:

Odwoływanie si˛ e do konsekwencji w pogl ˛ adach i/lub zachowaniach Definicja: Zespół technik perswazyjnych, które wykorzystuj ˛ a ludzk ˛ a potrzeb˛ e zachowania spójno´sci pomi˛ edzy wcze´sniejszymi deklaracjami, działaniami a aktualnymi decyzjami. Celem tych technik jest sk...
[86]

you are a responsible person

Appeal to a positive or negative image Definition: A set of techniques that refer to the recipient’s self-evaluation in terms of their sense of identity, dignity, morality or social image – in order to induce them to behave in a certain way consistent with a positive image (e....
[87]

Is your family’s health important to you?

Modifying the context Definition: A set of techniques based on modifying or using elements of context (i.e. situation, time, place or space) in such a way as to influence the perception and decisions of the audience. The information does not change, only the context in which i...
[88]

I know it’s hard to give up chocolate because it’s delicious and improves your mood, but to improve your health and avoid diabetes, it’s worth changing your diet

Biased presentation of information and/or arguments Definition: A group of techniques related to presenting information in a biased, suggestive, selec- tive, ambiguous or simplifying way. The information or argument is distorted (e.g. strengthened, weakened, incomplete, with t...
[89]

80% of residents in your neighborhood save energy, so we ask you to join our initiative

Appeal to social consensus and group norms Definition: A set of techniques that induce behaviors based on the tendency to imitate the behavior of most people or to follow commonly accepted social norms. Examples: a. “80% of residents in your neighborhood save energy, so we ask...
[90]

Here’s a small gift from our restaurant – a keychain to remind you of our offer. May I suggest today’s special menu?

Appealing to social reciprocity Definition: A set of techniques based on the principle of reciprocity, which uses a sense of obligation to reciprocate favors, gestures, or benefits they have received from others. Examples: a. “Here’s a small gift from our restaurant – a keycha...
[91]

If you don’t vote for our party, the country will descend into chaos, and your family’s safety will be at risk

Appeal to emotions Definition: A set of techniques consisting in deliberately evoking a positive or negative mood or specific emotions in the recipient (such as fear, guilt, emotion, grief, disappointment) in order to convince him or her to a specific argument or action that t...
[92]

I also love playing computer games! I saw you’ve got that new game I wanted to try. Maybe you could lend it to me?

Appeal to sympathy, liking, connections Definition: A category of techniques consisting in inducing in the recipient sympathy or a sense of similarity or emotional closeness with the sender in order to persuade the recipient to act with the sender’s intentions. Examples: Conti...
[93]

Appeal to authority Definition: Techniques that refer to [1] knowledge, social position of individuals and/or institutions,
[94]

Examples: a

facts, scientific findings or scientific sources, and [3] to apparent attributes of authority (as academic titles, positions, institutions) in order to increase the credibility of arguments and convince the recipient to them. Examples: a. Scientists confirm that the greenhouse...
[95]

#What would have to change for social influence to occur in the text:

Appeal to consistency in views and/or behavior Definition: A set of techniques referring to or inducing a natural human need to maintain consistency of one’s beliefs or behaviors and the consistency of declarations with actions. Response format: Provide your answer in the form...
[96]

Expert snare 0.12 0.17 0.14 6 Continued on the next page Label Precision Recall F1-score Count
[97]

To be exceptional 0.38 0.17 0.24 29
[98]

1.00 0.60 0.75 5

You will probably refuse, but. . . 1.00 0.60 0.75 5
[99]

Labeling 0.31 0.20 0.24 54
[100]

A witness to an interaction 0.80 0.67 0.73 6
[101]

We are looking for people like you 0.33 0.17 0.22 6 Modifying the context
[102]

Framing 0.00 0.00 0.00 17
[103]

Disrupt-then-reframe 0.00 0.00 0.00 9
[104]

Ask for it well in advance 0.00 0.00 0.00 4
[105]

Have a face-to-face meeting 0.00 0.00 0.00 2
[106]

Unavailability 0.20 1.00 0.33 3
[107]

Goal progress 0.25 0.17 0.20 6
[108]

The power of limited choice 0.08 0.25 0.12 4 Biased presentation of information and/or arguments
[109]

Dump and chase 0.26 0.16 0.20 43
[110]

Script of mindless action 0.33 0.01 0.03 77
[111]

Validation – persuasion 0.63 0.78 0.70 117
[112]

Induction of hypocrisy 0.06 0.40 0.11 5
[113]

Valence framing 0.38 0.13 0.19 71
[114]

The pique technique 0.47 0.08 0.14 85
[115]

The only request 0.00 0.00 0.00 16 Appeal to social consensus and group norms
[116]

Metacommunication bind 0.00 0.00 0.00 15
[117]

Everyone knows it 0.36 0.24 0.29 38
[118]

The "We" rule 0.56 0.50 0.53 18
[119]

That’s how we do it here 0.50 0.33 0.40 15
[120]

We are exceptional 0.89 0.27 0.41 30 Appeal to the social reciprocity
[121]

Birthday effect 0.67 1.00 0.80 2
[122]

Gratitude 0.58 0.78 0.67 9
[123]

Give to take 0.42 0.47 0.44 17
[124]

Indirect reciprocity 1.00 0.50 0.67 2
[125]

We’ve already given 0.67 0.80 0.73 5
[126]

Door-in-the-face 0.50 0.14 0.22 7 Appeal to emotions
[127]

Emotional see-saw 0.22 0.24 0.23 41
[128]

Fear and anxiety 0.81 0.39 0.52 235
[129]

Anticipatory regret 0.55 0.29 0.38 106
[130]

Take advantage of a good mood 0.14 0.08 0.11 24
[131]

Take advantage of a bad mood 0.26 0.16 0.20 56
[132]

Physiological arousal 0.00 0.00 0.00 19
[133]

Guilt 0.78 0.28 0.41 234
[134]

Shame 0.57 0.18 0.28 137
[135]

Embarrassment 0.44 0.10 0.16 115 Continued on the next page Label Precision Recall F1-score Count
[136]

Show disappointment 0.24 0.12 0.16 51
[137]

Positive cognitive state 0.20 0.05 0.08 63
[138]

Humor 0.33 0.08 0.12 13
[139]

Foot-in-the-mouth 0.33 0.25 0.29 8
[140]

The power of word ’love’ 0.79 0.27 0.40 86
[141]

Cognitive exhaustion 0.43 0.04 0.08 67 Appeal to sympathy, liking, connections
[142]

Liking 0.11 0.29 0.16 24
[143]

Similarity 0.03 0.40 0.06 5
[144]

Flattery 0.40 0.73 0.51 37 Appeal to authority
[145]

Authority of person or science 0.28 0.47 0.35 19 Appeal to consistency in views and/or behavior
[146]

That’s not all 0.00 0.00 0.00 49
[147]

Default settings 0.00 0.00 0.00 6
[148]

Inducing involvement 0.25 0.18 0.21 17
[149]

Low ball 0.00 0.00 0.00 5
[151]

Four walls 0.23 0.21 0.22 14
[152]

Even a penny or moment will help 0.00 0.00 0.00 9
[153]

Make your commitments public 0.50 0.11 0.18 9 Table 7: Precision, recall, and F1 scores for the Claude 3.5 Sonnet model on the SITT technique detection in Polish. A. Image (N=312) B. Context (N=257) C. Information (N=368) D. Social norms (N=153) E. Reciprocity (N=92) F. Emotio...
[154]

You will probably refuse, but
[155]

A witness to an interaction
[156]

We are looking for people like you
[157]

Disrupt-then-reframe
[158]

Ask for it well in advance
[159]

Have a face-to-face meeting
[160]

The power of limited choice
[161]

Script of mindless action
[162]

Validation persuasion
[163]

Induction of hypocrisy
[164]

Metacommunication bind
[165]

That s how we do it here
[166]

Indirect reciprocity
[167]

Take advantage of a good mood
[168]

Take advantage of a bad mood
[169]

Physiological arousal
[170]

Positive cognitive state
[171]

The power of word 'love'
[172]

Cognitive exhaustion
[173]

Authority of person or science
[174]

Inducing involvement
[175]

Even a penny or moment will help
[176]

Make your commitments public 0.08 0.34 0.46 0.10 0.20 0.22 0.08 0.13 0.00 0.00 0.40 0.00 0.00 0.35 0.00 0.60 0.08 0.16 0.04 0.00 0.00 0.31 0.49 0.39 0.44 0.67 0.52 0.40 0.33 0.67 0.50 0.14 0.50 0.41 0.05 0.16 0.06 0.41 0.29 0.18 0.21 0.05 0.00 0.14 0.25 0.03 0.15 0.05 0.40 0.4...
[177]

Czy jest wpływ społeczny (perswazja lub manipulacja) w tek´scie?
[178]

Jak ˛ a kategori˛ e wpływu społecznego dostrze- gasz w tek´scie?
[179]

Jakie szczegółowe techniki manipulacji dostrzegasz w tek´scie? E.2 JEDNOSTKA ANOTACJI I. Anotacja technik wpływu społecznego W procesie anotacji tekstu pod k ˛ atem wys- t˛ epowania technik wpływu społecznego, przyjmu- jemy, ˙ze podstawow ˛ a jednostk ˛ a anotacyjn ˛ a jest zd...
[180]

Ka˙zde zdanie analizowane jest niezale ˙znie pod wzgl˛ edem potencjalnej obecno´sci tech- niki wpływu społecznego
[181]

w dialogu), nale ˙zy za- znaczy´c kolejne zdania, które s ˛ a istotne dla zauwa˙zenia techniki

Je´sli technika wyra´ znie rozci ˛ aga si˛ e na wi˛ ecej ni˙z jedno zdanie (np. w dialogu), nale ˙zy za- znaczy´c kolejne zdania, które s ˛ a istotne dla zauwa˙zenia techniki
[182]

Jest mo ˙zliwe zanotowanie jednego zdania ró˙znymi technikami wpływu społecznego. II. Anotacja kategorii wpływu społecznego W procesie anotacji przyjmujemy, ˙ze przyp- isanie tekstu do kategorii wpływu społecznego nast˛ epuje na poziomie całego tekstu. W jednym tek´scie mo˙ze ...
[183]

Je´sli w danym materiale jednocze´snie pojaw- iaj ˛ a si˛ e ró˙zne kategorie wpływu społecznego to wszystkie odpowiednie kategorie powinny zosta´c przypisane
[184]

Dzi˛ eki temu mo˙zliwa jest wielokrotna katego- ryzacja jednego tekstu, co lepiej odzwierciedla jego zło˙zono´s´c

Kategorie te nie s ˛ a wzajemnie wykluczaj ˛ ace si˛ e – mog ˛ a współwyst˛ epowa´c. Dzi˛ eki temu mo˙zliwa jest wielokrotna katego- ryzacja jednego tekstu, co lepiej odzwierciedla jego zło˙zono´s´c. E.3 KATEGORIE I TECHNIKI WPŁYWU SPOŁECZNEGO A. Odwoływanie si˛ e do pozytywne...
[185]

Wida ´c, ˙ze znasz si˛ e na zwierz˛ etach, wi˛ ec na pewno zgodzisz si˛ e,˙ze nasz produkt ideal- nie wpasowuje si˛ e w potrzeby kotów o wra˙zliwych ˙zoł ˛ adkach

Technika: Usidlanie eksperta Definicja:Podkre ´slenie ekspercko´sci rozmówcy podczas rozmowy, skłania go do podtrzymywania tego wizerunku i działania zgodnie z przypisan ˛ a rol ˛ a. Przykład:"Wida ´c, ˙ze znasz si˛ e na zwierz˛ etach, wi˛ ec na pewno zgodzisz si˛ e,˙ze nasz p...
[186]

Ale wy jeste ´scie nadzwyczajni. I dlatego wy (i tylko wy) zostaniecie potraktowani w szczególny sposób

Technika: By´c wyj ˛ atkowym Definicja:Podkre ´slenie indywidualnej wyj ˛ atkowo´sci osoby/grupy sprawia, ˙ze staje si˛ e bardziej skłonna do konkretnego zachowania. Przykład:"Ale wy jeste ´scie nadzwyczajni. I dlatego wy (i tylko wy) zostaniecie potraktowani w szczególny sposób"
[187]

Prawdopodobnie odmówisz, ale ciekaw jestem, czy jednak byłby ´s skłonny nam pomóc, ofiarowuj ˛ ac datek pieni˛ e˙zny

Technika: Prawdopodobnie odmówisz, ale. . . Definicja:Zasugerowanie rozmówcy, ˙ze praw- dopodobnie odmówi spełnienia pro´sby, co paradok- salnie skłania go do jej zaakceptowania. Przykład:"Prawdopodobnie odmówisz, ale ciekaw jestem, czy jednak byłby ´s skłonny nam pomóc, ofiar...
[188]

Jeste ´s głow ˛ a rodziny. Na pewno podejmiesz decyzj˛ e, która b˛ edzie najlepsza dla naszej rodziny

Technika: Etykietowanie Definicja:Przedstawianie rozmówcy jego cech w sposób, który wywołuje w nim przekonanie o prawdziwo´sci tej charakterystyki. W rezultacie człowiek zachowuje si˛ e spójnie z opisan ˛ a charak- terystyk ˛ a. Przykład:"Jeste ´s głow ˛ a rodziny. Na pewno po...
[189]

Przykład:Kasia i Tomek spaceruj ˛ a razem po rynku

Technika: ´Swiadek interakcji Definicja:Wykorzystywanie obecno ´sci ´swiadka do skłonienia rozmówcy do podj˛ ecia decyzji – spełnienia lub odrzucenia pro´sby – w sposób wz- macniaj ˛ acy jego po˙z ˛ adany wizerunek. Przykład:Kasia i Tomek spaceruj ˛ a razem po rynku. Podchodzi...
[190]

Przykład:„Szukam osób, które naprawd˛ e dbaj ˛ a o ´srodowisko, tak jak pan,” co zwi˛ eksza szanse na otrzymanie datku

Technika: Szukamy takich jak ty Definicja:Zwrócenie si˛ e z pro´sb ˛ a do osoby, z za- akcentowaniem, ˙ze szuka si˛ e kogo´s o konkretnych cechach, które dana osoba posiada. Przykład:„Szukam osób, które naprawd˛ e dbaj ˛ a o ´srodowisko, tak jak pan,” co zwi˛ eksza szanse na o...
[191]

Przykład:„Ten zabieg ma 90% skuteczno ´sci” (pozytywne ramowanie)

Technika: Ramowanie Definicja:Przedstawienie informacji w okre´slonym kontek ´scie lub w „ramach”, które wpływaj ˛ a na sposób, w jaki ludzie je interpretuj ˛ a i podejmuj ˛ a decyzje. Przykład:„Ten zabieg ma 90% skuteczno ´sci” (pozytywne ramowanie). „Istnieje 10% ryzyko niep...
[192]

Ten model jest najnowszy, ale ten z kolei ma lepsz ˛ a kamer˛ e, a ten jest bardziej funkcjonalny

Technika: Dezorientacja i zmiana ramy interpretacyjnej Definicja:Wprowadzenie osoby w stan za- mieszania lub niepewno ´sci co sprawia, ˙ze staje si˛ e mniej zdolna do racjonalnej analizy sytuacji Przykład:Sprzedawca przedstawia klientowi kilka ró˙znych modeli telefonu, za ka˙z...
[193]

Przykład:Organizator bran ˙zowej konferencji zaprasza Ci˛ e do wygłoszenia prelekcji za osiem miesi˛ ecy

Technika: Popro´s z wyprzedzeniem Definicja:Proszenie o wykonanie zadania z du˙zym wyprzedzeniem, poniewa˙z ludzie oceniaj ˛ a swoje przyszłe obowi ˛ azki jako mniej obci ˛ a˙zaj ˛ ace ni˙z obecne. Przykład:Organizator bran ˙zowej konferencji zaprasza Ci˛ e do wygłoszenia prel...
[194]

Przykład:A: Dzi˛ ekuj˛ e,˙ze znalazłe´s czas

Technika: Zaaran˙zuj spotkanie Definicja:Zach˛ ecenie do kontaktu bezpo´sred- niego, dzi˛ eki któremu łatwiej budowa´c zaufanie i zwi˛ ekszy´c szans˛ e na pozytywn ˛ a odpowied´ z. Przykład:A: Dzi˛ ekuj˛ e,˙ze znalazłe´s czas. Mam do Ciebie pro ´sb˛ e - czy mógłby´s pomóc mi p...
[195]

Wzbudzanie poczucia, ˙ze co´s jest wyj ˛ atkowe i cenne, co zwi˛ eksza pragnienie posiadania tego

Technika niedost˛ epno´sci Definicja:Przypisywanie wi˛ ekszej warto ´sci rzeczom, które s ˛ a trudniej dost˛ epne lub ogranic- zone w czasie i ilo ´sci. Wzbudzanie poczucia, ˙ze co´s jest wyj ˛ atkowe i cenne, co zwi˛ eksza pragnienie posiadania tego. Przykład:Promocja tylko d...
[196]

Spójrz przed siebie i zobacz jak jeste´s blisko. Przeb˛ edziesz jeszcze tych kilkaset metrów i jeste´s na szczycie

Technika: Zbli˙zanie si˛ e do celu Definicja:Uwydatnianie w przekazie, ˙ze real- izacja celu jest bliska, aby osoba kontynowała dzi- ałanie. Przykład:"Spójrz przed siebie i zobacz jak jeste´s blisko. Przeb˛ edziesz jeszcze tych kilkaset metrów i jeste´s na szczycie."
[197]

Przykład:"Wł ˛ acz si˛ e w ratowanie naszej plan- ety! W ramach naszej akcji mo ˙zesz: a) Za- sadzi´c drzewo w wyznaczonym miejscu lub b) Wpłaci´c 20 zł na zakup sadzonki

Technika: Pot˛ ega ograniczonego wyboru Definicja:Kierowanie jednostki w po ˙z ˛ adanym kierunku poprzez ograniczenie liczby dost˛ epnych opcji do wyboru. Przykład:"Wł ˛ acz si˛ e w ratowanie naszej plan- ety! W ramach naszej akcji mo ˙zesz: a) Za- sadzi´c drzewo w wyznaczonym...
[198]

Przykład:Rozmówca odmawia z braku czasu

Technika: Zamie ´n odrzucenie w przeszkod˛ e Definicja:Po pojawieniu si˛ e przeszkody w realizacji pro ´sby, kontynuowanie dialogu przez zadawanie pyta ´n maj ˛ acych na celu wyja´snienie przyczyn tej odmowy. Przykład:Rozmówca odmawia z braku czasu. Mo˙zemy zaproponowa´c inny ...
[199]

Przykład:A: Czy przesuniemy termin oddania projektu o jeden dzie´n? B: To mo˙ze by´c problematyczne

Technika: Skrypt bezrefleksyjnego działa- nia Definicja:Dodanie jakiegokolwiek (nawet ba- nalnego) uzasadnienia do pro´sby. Przykład:A: Czy przesuniemy termin oddania projektu o jeden dzie´n? B: To mo˙ze by´c problematyczne. A: Dodatkowy dzie´n umo˙zliwi zebranie wszyst- kich ...
[200]

Technika: Przeszkoda–perswazja Definicja:Przyznanie racji rozmówcy, ˙ze jego opór przed zmian ˛ a lub działaniem jest zrozumiały, a nast˛ epnie przedstawienie argumentów przekonu- j ˛ acych go do podj˛ ecia po˙z ˛ adanych działa´n. Przykład:Dietetyk mówi osobie odchudzaj ˛ ace...
[201]

Przykład: A: Wiem, ˙ze palenie jest szkodliwe, ka ˙zdy to wie

Technika: Indukowanie hipokryzji Definicja:Uzyskanie od osoby deklaracji popier- aj ˛ acych okre´slone postawy lub zachowania, a nast˛ epnie wykazanie, ˙ze jej działania stoj ˛ a w sprzeczno´sci z tymi deklaracjami. Przykład: A: Wiem, ˙ze palenie jest szkodliwe, ka ˙zdy to wie...
[202]

Technika: Interpretacja wyniku: zysk versus strata Definicja:Podkre ´slanie tego, co człowiek mo˙ze straci´c, je´sli czego´s nie zrobi, jest skuteczniejsze ni˙z mówienie o tym, co zyska, je´sli to zrobi. Przykład:„Badania pokazuj ˛ a,˙ze kobiety, które nie przeprowadzaj ˛ a sa...
[203]

Przykład:1

Technika: Technika wzbudzenia zaintere- sowania Definicja:Sformułowanie komunikatu w ni- etypowy sposób, aby wzbudził zainteresowanie odbiorcy, co zwi˛ eksza prawdopodobie´nstwo jego zaakceptowania. Przykład:1. umówienie si˛ e na spotkanie o 16.55, zamiast na 17.00
[204]

Technika: Tylko ta jedna pro´sbaDefinicja: Podkre´slenie, ˙ze pro´sba ma charakter jednorazowy i nie poci ˛ aga za sob ˛ a dalszych zobowi ˛ aza´n. Przykład:"Dzie ´n dobry, kwestuj˛ e na rzecz lokalnego hospicjum dla dzieci, staramy si˛ e zebra´c pieni ˛ adze dla jego lepszego...
[205]

Hej, potrze- buj˛ e, aby´s spojrzał na moje wyniki i dał mi jakie´s wskazówki

Technika: Pro´sba o uzasadnienie odmowy Definicja:Sformułowanie pro ´sby o wytłumacze- nie si˛ e rozmówcy z odmowy wy´swiadczenia nam przysługi, co jest dla niego na tyle problematyczne, ˙ze skłania go do spełnienia naszej pro´sby. Przykład: Zwracasz si˛ e do kolegi: "Hej, pot...
[206]

Przykład:Wła ´sciciele klubów tworz ˛ a sztuczne kolejki na zewn ˛ atrz, aby sugerowa´c du ˙ze zain- teresowanie i wysok ˛ a jako´s´c lokalu, co przyci ˛ aga wi˛ ecej klientów

Technika: Efekt „wszyscy to wiedz ˛ a” Definicja:Odwołanie si˛ e do zdania lub za- chowa´n wi˛ ekszo´sci. Przykład:Wła ´sciciele klubów tworz ˛ a sztuczne kolejki na zewn ˛ atrz, aby sugerowa´c du ˙ze zain- teresowanie i wysok ˛ a jako´s´c lokalu, co przyci ˛ aga wi˛ ecej klientów
[207]

Technika: Reguła „my” Definicja:Uto ˙zsamianie si˛ e z cechami lub do´swiadczeniami danej grupy w celu zwi˛ ek- szenia skłonno´sci rozmówcy do spełnienia pro´sby, opieraj ˛ ac si˛ e na mechanizmie wi˛ ekszej uległo´sci wobec osób postrzeganych jako członkowie włas- nej grupy. ...
[208]

Przykład:Na osiedlu mieszka ´ncy zostaj ˛ a poin- formowani: „W naszej społeczno´sci segregujemy odpady, bo tak jest u nas przyj˛ ete,” co zwi˛ eksza zaanga˙zowanie w recykling

Technika: U nas tak si˛ e robi Definicja:Zwrócenie uwagi na istniej ˛ ac ˛ a norm˛ e społeczn ˛ a (powszechnie przyj˛ et ˛ a zasad˛ e post˛ epowania) i przypomnienie jej znaczenia. Przykład:Na osiedlu mieszka ´ncy zostaj ˛ a poin- formowani: „W naszej społeczno´sci segregujemy...
[209]

Im bardziej grupa jest unikalna, tym silniejsza potrzeba przestrzegania jej norm, poniewa˙z daje to poczucie przynale˙zno´sci i odró˙z- nia jej członków od „innych”

Technika: Jeste´smy wyj ˛ atkowi Definicja:Odwołanie si˛ e do norm grupy, do której nale˙zy odbiorca, szczególnie akcentuj ˛ ac jej wyj ˛ atkowo´s´c. Im bardziej grupa jest unikalna, tym silniejsza potrzeba przestrzegania jej norm, poniewa˙z daje to poczucie przynale˙zno´sci i...
[210]

Przykład:Adam dostał tytuł pracownika miesi ˛ aca i otrzymuje gratulacje przez cały dzie´n

Technika: Efekt urodzin Definicja:Kierowanie pró ´sb do osoby, która do´swiadczyła w ci ˛ agu dnia wielu przyjemnych gestów ze strony innych ludzi, wprawiaj ˛ acych j ˛ a w dobry nastrój. Przykład:Adam dostał tytuł pracownika miesi ˛ aca i otrzymuje gratulacje przez cały dzie´...
[211]

Przykład:Podzi˛ ekowanie za czynno ´sci zwi ˛ azane z prac ˛ a sprawiaj ˛ a,˙ze osoba cz˛ e´sciej o nich my´sli, cz˛ e´sciej widzi ich sens i skutki

Technika: Okazywanie wdzi˛ eczno´sci Definicja:Okazywanie wdzi˛ eczno´sci osobie za wykonan ˛ a przez ni ˛ a przysług˛ e, co nasila jej zaan- ga˙zowanie w aktywno´s´c, za któr ˛ a otrzymała podz- i˛ ekowanie. Przykład:Podzi˛ ekowanie za czynno ´sci zwi ˛ azane z prac ˛ a spraw...
[212]

Przykład:Zaproszenie kogo ´s na lunch, a za jaki´s czas skierowanie pro´sby o pomoc albo o za- st˛ epstwo w pracy

Technika: Da´c, aby wzi ˛ a´c Definicja:Wy ´swiadczanie drobnego gestu, przysługi drugiej osobie, aby w przyszło´sci oczeki- wa´c jego wi˛ ekszej skłonno´sci do wy´swiadczenia nam przysługi lub spełnienia naszej pro´sby. Przykład:Zaproszenie kogo ´s na lunch, a za jaki´s czas ...
[213]

Osoba ta w momencie otrzymania pomocy czuje poczucie zobowi ˛ azania, w stosunku do innej osoby ni˙z ta, od której otrzymała pomoc

Technika: Zasada niebezpo´sredniej wza- jemno´sci Definicja:Wykorzystywanie sytuacji, ˙ze dana osoba otrzymała wła´snie pomoc od kogo´s innego i b˛ edzie bardziej skłonna spełni ´c nasz ˛ a pro´sb˛ e. Osoba ta w momencie otrzymania pomocy czuje poczucie zobowi ˛ azania, w stos...
[214]

przenosz ˛ ac

Technika: My ju˙z pomogli´smy Definicja:Pomaganie komu ´s innemu (wa˙znemu dla manipulowanej osoby), by wzbudzi ´c u niej wdzi˛ eczno´s´c i zobowi ˛ azanie do spełnienia naszej pro´sby. Przykład:Osoba A udziela osobie B cennej rady zawodowej. Osoba B nie ma jednak mo ˙zli- wo´...
[215]

Przykład:Ucze ´n prosi nauczyciela o całkowite zwolnienie z zadania domowego, wiedz ˛ ac,˙ze to niemo˙zliwe

Technika: Drzwi zatrza ´sni˛ ete przed nosem Definicja:Przedstawienie trudnej do spełnienia pro´sby, a po jej odrzuceniu – sformułowaniu drugiej, wyra´ znie łatwiejszej pro´sby, która jest od pocz ˛ atku celem osoby prosz ˛ acej. Przykład:Ucze ´n prosi nauczyciela o całkowite ...
[216]

Technika: Hu´stawka emocjonalna Definicja:Wywołanie u rozmówcy nagłej zmi- any emocji – z pozytywnych na negatywne lub odwrotnie; wprowadzenie go w stan dezorientacji emocjonalnej, przez co staje si˛ e bardziej podatny na wpływ. Przykład:Nauczyciel mówi uczniowi, ˙ze nie zdał ...
[217]

Przykład:„Je ´sli nie wykupisz ubezpieczenia na ˙zycie, w razie wypadku twoja rodzina zostanie bez wsparcia finansowego.”

Technika: Odwoływanie si˛ e do l˛ eku Definicja:Wzbudzanie poczucia ´srednio nasilonego niepokoju, strachu lub obawy. Przykład:„Je ´sli nie wykupisz ubezpieczenia na ˙zycie, w razie wypadku twoja rodzina zostanie bez wsparcia finansowego.”
[218]

Przykład:Je ´sli nie zaczniesz teraz dba´c o swoje zdrowie, to za kilka lat, gdy pojawi ˛ a si˛ e problemy zdrowotne, b˛ edziesz˙załowa´c, ˙ze nic z tym nie zro- biłe´s

Technika: Przewidywanie ˙zalu Definicja:wzbudzanie u rozmówcy poczucia ˙zalu, który mo˙ze nast ˛ api´c w przyszło´sci z powodu wykonania lub zaniechania wykonania działa ´n obecnie. Przykład:Je ´sli nie zaczniesz teraz dba´c o swoje zdrowie, to za kilka lat, gdy pojawi ˛ a si˛...
[219]

Przykład:Sprzedawca najpierw opowiada zabawn ˛ a histori˛ e lub stara si˛ e rozbawi´c klienta, a nast˛ epnie proponuje zakup produktu, wykorzystu- j ˛ ac jego pozytywne emocje

Technika: Wykorzystaj jego dobry nas- trój Definicja:Wywołanie pozytywnego stanu emocjonalnego u odbiorcy. Przykład:Sprzedawca najpierw opowiada zabawn ˛ a histori˛ e lub stara si˛ e rozbawi´c klienta, a nast˛ epnie proponuje zakup produktu, wykorzystu- j ˛ ac jego pozytywne emocje
[220]

Przykład:Partner jest zirytowany po kłótni z kim´s innym

Technika: Wykorzystaj jego zły nastrój Definicja:Wywołanie negatywnego stanu emocjonalnego u odbiorcy. Przykład:Partner jest zirytowany po kłótni z kim´s innym. Prosisz go odrobn ˛ a przysług˛ e, np. wyrzucenie ´smieci, mówi ˛ ac,˙ze dzi˛ eki temu oder- wie si˛ e od swoich zmartwie´n
[221]

przyspieszonego bicia serca)

Technika: Pobudzenie fizjologiczne Definicja:Wywołanie u osoby podwy ˙zszonego pobudzenia fizjologicznego (np. przyspieszonego bicia serca). Przykład:Pobudzaj ˛ ace wyobra´ zni˛ e przedstawie- nie zdarzenia np. szybkiej jazdy sportowym samo- chodem
[222]

Przykład:Zostawiłe ´s mnie samego w tej trud- nej sytuacji, a ja tak liczyłem na twoje wsparcie i pomoc

Technika: Poczucie winy Definicja:wzbudzanie u rozmówcy poczucia winy w celu zwi˛ ekszenia skłonno´sci rozmówcy do wy´swiadczenia przysługi lub spełnienia pro´sby jako sposobu na obni ˙zenie poczucia winy (jako negatywnej emocji). Przykład:Zostawiłe ´s mnie samego w tej trud- ...
[223]

Prosz˛ e, aby´s nast˛ epne zadanie zespołowe wykonał samodzielnie

Technika: Poczucie wstydu Definicja:wzbudzanie u rozmówcy poczucia wstydu w celu zwi˛ ekszenia skłonno´sci rozmówcy do wy´swiadczenia przysługi lub spełnienia pro´sby jako sposobu na złagodzenie poczucia wstydu (jako negatywnej emocji) Przykład:Twoje wyniki pracy kład ˛ a si˛ ...
[224]

Przykład:Wiem, ˙ze to mo ˙ze by ´c dla Ciebie niewygodne, ale naprawd˛ e potrzebuj˛ e Twojej po- mocy w wytypowaniu osób z naszego działu do zwolnienia

Technika: Zakłopotanie Definicja:Wzbudzanie u rozmówcy zakłopota- nia, co zwi˛ eksza jego skłonno ´s´c do spełnienia naszej pro´sby, aby w ten sposób mógł poczu´c si˛ e lepiej oraz poprawi´c swój wizerunek w oczach in- nych. Przykład:Wiem, ˙ze to mo ˙ze by ´c dla Ciebie niewyg...
[225]

Przykład:Zawsze mogłem na Ciebie liczy ´c, a teraz czuj˛ e si˛ e troch˛ e rozczarowany,˙ze nie masz czasu, aby mi pomóc

Technika: Rozczarowanie Definicja:Okazywanie rozczarowania za- chowaniem rozmówcy w celu nakłonienia go do spełnienia pro´sby, co mo˙ze poprawi´c nastrój obu stron. Przykład:Zawsze mogłem na Ciebie liczy ´c, a teraz czuj˛ e si˛ e troch˛ e rozczarowany,˙ze nie masz czasu, aby m...
[226]

Ciekaw jestem, czy uda ci si˛ e odpowiedzie´c na pytanie, które zadał mi kiedy ´s mój profesor

Technika: Pozytywny stan poznawczy/- ciekawo´s´c, zaintrygowanie Definicja:wzbudzenie u rozmówcy stanu zain- trygowania czy ciekawo´sci poprzez sztuczk˛ e czy zagadk˛ e, której prawdopodobnie nie rozwi ˛ a˙ze. W wyniku odczuwania specyficznej mieszanki ciekawo´sci, zaskoczenia...
[227]

To osłabia krytyczn ˛ a analiz˛ e tre´sci komunikatu i łatwiejsz ˛ a zgod˛ e na wy´swiad- czenie przysługi

Technika: Humor Definicja:wzbudzanie uległo ´sci u jednostki poprzez 1) wplecenie do wypowiedzi humorysty- cznego elementu ALBO 2) humorystyczne for- mułowanie pro´sby. To osłabia krytyczn ˛ a analiz˛ e tre´sci komunikatu i łatwiejsz ˛ a zgod˛ e na wy´swiad- czenie przysługi. ...
[228]

bezdomni, głoduj ˛ acy czy nieuleczalnie chorzy) Przykład:A: Jak si˛ e czujesz? B: Dzi˛ ekuj˛ e, do- brze

Technika: Stopa w ustach Definicja:Wzbudzenie ch˛ eci pomocy/wy´swiad- czenia przysługi poprzez zobrazowanie kontrastu dobrej sytuacji odbiorcy do trudnej sytuacji osób potrzebuj ˛ acych pomocy (np. bezdomni, głoduj ˛ acy czy nieuleczalnie chorzy) Przykład:A: Jak si˛ e czujesz...
[229]

Technika: Odwoływanie si˛ e do uczucia miło´sci Definicja:Wywołanie u rozmówcy skojarze ´n z uczuciem kochania, miło ´sci, silnej pozytywnej wi˛ ezi Przykład:Pro ´sba o datek do puszki, na której widniej napis miło´s´c lub love, co cz˛ e´sciej skłoni ˛ a do wrzucenia do niej p...
[230]

Czy mógłby ´s mi pomóc w czym´s drobnym? To naprawd˛ e tylko chwila

Technika: Wyczerpanie poznawcze Definicja:Kierowanie pró ´sb do osoby wyko- rzystuj ˛ ac jej wyczerpania fizyczne, emocjonalne lub mentalne (lub po wywołaniu wyczerpania), co zwi˛ ekszaj ˛ a szans˛ e spełnienia pro´sby. Przykład:A: "Czy mógłby ´s mi pomóc w czym´s drobnym? To ...
[231]

Przykład:Ludzie s ˛ a bardziej skłonni kupi´c pro- dukt, je´sli jest on reklamowany przez kogo´s, kogo lubi ˛ a

Technika: Reguła lubienia Definicja:Wykorzystanie sympatii, jak ˛ a darzy nas odbiorca, do nakłonienia go do spełnienia naszej pro´sby. Przykład:Ludzie s ˛ a bardziej skłonni kupi´c pro- dukt, je´sli jest on reklamowany przez kogo´s, kogo lubi ˛ a
[232]

Przykład:„Te ˙z uwielbiam gra´c w gry komput- erowe! Widziałem, ˙ze masz now ˛ a gr˛ e, któr ˛ a chci- ałem wypróbowa´c

Technika: Podobie´nstwa Definicja:Wykorzystanie cech wspólnych lub podobie´nstw mi˛ edzy osob ˛ a manipuluj ˛ ac ˛ a a t ˛ a, do której skierowana jest pro´sba. Przykład:„Te ˙z uwielbiam gra´c w gry komput- erowe! Widziałem, ˙ze masz now ˛ a gr˛ e, któr ˛ a chci- ałem wypróbow...
[233]

Przykład:„Naprawd˛ e imponuje mi sposób, w jaki zarz ˛ adzasz tym projektem

Technika: Komplementowanie Definicja:Udzielanie rozmówcy pozyty- wnych, cz˛ esto przesadnych komplementów celem wzbudzenia sympatii, przychylno ´sci lub wdz- i˛ eczno´sci. Przykład:„Naprawd˛ e imponuje mi sposób, w jaki zarz ˛ adzasz tym projektem. Masz niesamowite zdolno´sci ...
[234]

Przykład:Naukowcy potwierdzaj ˛ a, ˙ze efekt cieplarniany jest powa˙znym zagro˙zeniem dla ˙zycia na Ziemi

Technika: Autorytet osoby lub nauki Definicja:Wykorzystywanie presti ˙zu, pozy- cji lub wiedzy autorytetów w celu przekona- nia rozmówcy do zaakceptowania okre ´slonego stanowiska lub argumentu. Przykład:Naukowcy potwierdzaj ˛ a, ˙ze efekt cieplarniany jest powa˙znym zagro˙zen...
[235]

Technika: To nie wszystko Definicja:Stopniowe ujawnianie elementów (ko- rzy´sci) oferty/propozycji w celu zwi˛ ekszenia jej atrakcyjno´sci dla odbiorcy Przykład:Nasza oferta to 100 zł za produkt, ale to nie wszystko! Otrzymasz tak ˙ze darmow ˛ a wysyłk˛ e oraz dodatkowy gad˙zet!
[236]

Technika: Reguła mo˙zliwo´sci zastanej Definicja:Wykorzystanie ludzkiej tendencji do unikania zmiany i pozostawania przy obecnym stanie rzeczy, szczególnie gdy podj˛ ecie działania wi ˛ a˙ze si˛ e z wysiłkiem lub ryzykiem. Przykład: Ubezpieczyciele cz˛ esto odnawiaj ˛ a polisy...
[237]

Technika: Wzbudzanie zaanga˙zowania Definicja:Spowodowanie, aby rozmówca zadeklarował co´s publicznie; wywołanie poczucia publicznej deklaracji. Przykład:W sklepie: „Czy chciałby pan tylko przymierzy´c t˛ e kurtk˛ e? Nie trzeba od razu kupowa´c.” Po przymierzeniu i uznaniu, ˙z...
[238]

Przykład:Kolega prosi o krótk ˛ a pomoc przy projekcie, twierdz ˛ ac,˙ze zajmie to 5 minut

Technika: Niska piłka Definicja:Przedstawienie rozmówcy atrakcyjnej oferty, która, je ´sli jest zaakceptowana, zostaje zmieniona na mniej korzystn ˛ a. Przykład:Kolega prosi o krótk ˛ a pomoc przy projekcie, twierdz ˛ ac,˙ze zajmie to 5 minut. Gdy ju˙z si˛ e zgodzisz, okazuje ...
[239]

podlewanie kwiatów podczas jego nieobecno´sci (mała pro ´sba)

Technika: Stopa w drzwiach Definicja:Uzyskanie zgody na spełnienie przez rozmówc˛ e łatwej pro´sby, a nast˛ epnie przedstawie- nie mu pro´sby bardziej wymagaj ˛ acej Przykład:S ˛ asiad najpierw prosi o drobn ˛ a przysług˛ e, np. podlewanie kwiatów podczas jego nieobecno´sci (m...
[240]

Technika: Cztery ´sciany Definicja:Skłonienie rozmówcy do takich wypowiedzi, poprzez które wpada w pułapk˛ e kon- sekwencji. Przykład: „Anita, tobie najbardziej zale ˙zy na awansie, prawda?” – tak, „zatem z pewno ´sci ˛ a chcesz pokaza´ c jak bardzo jeste´s kompetentna w anali...
[241]

czasu, pieni˛ edzy, co spowoduje realizacj˛ e wi˛ ekszego celu

Technika: Liczy si˛ e ka ˙zda po ´swi˛ econa temu minuta/liczy si˛ e ka˙zdy grosz Definicja:Nakłonienie rozmówcy do zaan- ga˙zowania nawet minimalnej ilo ´sci jakiego ´s za- sobu, np. czasu, pieni˛ edzy, co spowoduje realizacj˛ e wi˛ ekszego celu. Przykład: „Wystarczy dosłowni...
[242]

Przykład:Kiedy kto ´s publicznie ogłasza, ˙ze za- mierza ´cwiczy´c codziennie przez miesi ˛ ac (np

Technika: Upublicznij swoje zobow- i ˛ azanie Definicja:Upublicznienie swojego zobowi ˛ aza- nia wi ˛ a˙ze si˛ e z wi˛ ekszym prawdopodobie´nstwem, ˙ze zostanie zrealizowane. Przykład:Kiedy kto ´s publicznie ogłasza, ˙ze za- mierza ´cwiczy´c codziennie przez miesi ˛ ac (np. w ...
[2024]

InFindings of the Association for Compu- tational Linguistics: EMNLP 2024, pages 14702– 14723

Eu disinfotest: a benchmark for evaluating language models’ ability to detect disinformation nar- ratives. InFindings of the Association for Compu- tational Linguistics: EMNLP 2024, pages 14702– 14723. Abhisek Tiwari, Abhijeet Khandwe, Sriparna Saha, Roshni Ramnani, Anutosh Ma...

2024 arXiv

Pith tools

Reviewed August 7, 2026 · model on record in the stance chip above.

[1] [1]

It is clear that you have a deep understanding of animals and I believe that you will find that our product is an excellent solution for cats with sensitive stomachs

Expert snare Emphasizing the interlocutor’s ex- pertise during the conversation en- courages him to maintain this image and act in accordance with the as- signed role. "It is clear that you have a deep understanding of animals and I believe that you will find that our product is an excellent solution for cats with sensitive stomachs."

[2] [2]

But you are extraordinary. And that is why you (and only you) will be treated in a special way

To be exceptional Emphasizing the uniqueness of a person/group makes them more in- clined to engage in a particular be- havior. "But you are extraordinary. And that is why you (and only you) will be treated in a special way."

[3] [3]

You will probably refuse, but I wonder if you would be willing to help us by making a monetary donation

You will probably refuse, but. . . Suggesting to the interlocutor that she is likely to refuse to comply with the request, which paradoxi- cally leads her to accept it. "You will probably refuse, but I wonder if you would be willing to help us by making a monetary donation."

[4] [4]

You are the head of the family. You will definitely make the decision that is best for our family

Labeling Presenting the interlocutor’s charac- teristics in a way that makes her be- lieve that the characteristics are true. As a result, the person behaves con- sistently with the described charac- teristics. "You are the head of the family. You will definitely make the decision that is best for our family."

[5] [5]

Kasia and Tomek are walking together in the market square

A witness to an interaction Using the presence of a witness to induce the interlocutor to make a de- cision – to grant or reject the request – in a way that reinforces her desired image. Kasia and Tomek are walking together in the market square. They are approached by a volunteer collecting donations for an animal shelter. Tomek, wanting to make a good im...

[6] [6]

I’m looking for people who really care about the en- vironment, like you, which increases the chances of receiving a donation

We are looking for people like you Asking a person while emphasizing that they are looking for someone with specific characteristics that the person has. "I’m looking for people who really care about the en- vironment, like you, which increases the chances of receiving a donation. "Would you like to support our action with a small donation?" B. Context mo...

[7] [7]

framework

Framing Presenting information in a specific context or "framework" that influ- ences the way people interpret it and make decisions. "This treatment has a 90% success rate" (positive fram- ing). "There is a 10% risk of surgery failure" (negative framing). Continued on the next page Name/Definition Example

[8] [8]

This model is the latest, but this one has a better camera, and this one is more functional

Disrupt-then-reframe Putting a person in a state of confu- sion or uncertainty that makes them less able to rationally analyze the sit- uation. A salesperson presents a customer with several differ- ent phone models, each time changing their opinion about them (e.g., "This model is the latest, but this one has a better camera, and this one is more functio...