CODEXCard 2 of 7 · 7 Principles of Influence
Commitment and consistency (Commitment & Consistency)
Small yes becomes large yes.
Commitment and consistency is one of Robert Cialdini's principles of influence. It describes our desire to behave in line with what we have already said or done. After we take a stand, even a tiny one, we tend to keep acting in ways that fit it, partly to avoid feeling inconsistent and partly to look reliable to others.
This drive has good roots. Consistency saves effort, because we do not have to rethink every decision, and it makes us trustworthy. But it can be used against us. In the foot-in-the-door technique, a persuader asks for something small and harmless, then follows up with a related, larger request. Having already said yes once, saying no now feels like contradicting ourselves, so we often go along.
The mistake is refusing every small commitment out of suspicion. Most small yeses are perfectly reasonable, and rigid refusal can make you hard to work with. The real defense is to treat each larger request as a fresh decision. Ask whether you would agree to it if it were the first thing you were asked, regardless of what came before.
This principle often teams up with reciprocity. A small favor received, followed by a small commitment made, can make a big request feel almost inevitable.
Example
A charity volunteer asks you to sign a petition about local parks, which you gladly do. A week later they call to ask for a monthly donation, reminding you that you signed. You notice the pull, then decide based on your budget and the charity's record rather than the earlier signature.
Try it this week
When someone builds on an earlier yes this week, pause and judge the new request as if it were the first one.
From 7 Principles of Influence (Robert B. Cialdini · 1984).
