Conning doesn’t typically involve the use of forceful demands — in most cases, that would be plain robbery. Instead, con artists make requests of their targets, which, in most cases, seem entirely reasonable in the context of the scheme but are actually the first step on the slippery slope to exploitation.
READ RELATED: Kyle Rittenhouse says he supports BLM movement and that his case had nothing to with race
Discussing the psychology of con artists for Big Think, Maria Konnikova identifies one technique known as the “foot in the door,” in which a con artist — having gained someone’s confidence — asks an insignificant favor of them, such as their opinion or a minimal amount of their time to perform a small favor. Afterward, they thank their target effusively so that they feel good about themselves.
Down the line, the con artist will return to the same target, again and again, asking bigger and bigger requests. The con artist knows that most people like to be well thought of. And after they make a good impression on their target, the target would rather give in to a request than shatter the image of themselves they think they’re presenting. It only takes a moment’s reflection to consider how powerful this technique can be if orchestrated by the right person – i.e. someone we want to think highly of us.
Source:
