es at the outset that, without even a cursory examination of terms that are taken for granted, our understanding, and ability to deal with it, must be limited.It is essential now to establish the context of our examination, by familiarizing ourselves with some elements of persuasion.Persuasive Elements DefinedWhen we’ve accumulated a short list of some elements of persuasion, we will then see if such elements can be observed in the experience of those who’ve been involved with the New Age, whether in cults or otherwise.Reactance. A person may be motivated to rebel somewhat to maintain one’s sense of independence. In fact, studies show that “attempts to restrict a person’s freedom often produce a ‘boomerang effect,’” (Brehm & Brehm, 1981, as cited by Myers, 1996, 265).Ingroupism. The development of a differentiation between “we” and “they,” “us” and “them,” (Myers, 1996). Ingroup bias quickly results, where the members of the Ingroup will tend to assume that their group is better than any other group. The two feed each other in a circle.Foot-in-the Door Phenomena. When people agree to something small, they are more likely to agree later to a larger request (Myers, 1996). It technically got its name from the imagery of the mid-20th century American door-to-door salesman literally stepping one pace into the front door so that the housewife he was pitching wouldn’t close it in his face. Every moment of extra time he had to talk increased his chances of a sale.Low-ball Technique. Aware of the behavioural phenomena above, one may twist it a bit to manipulate another, as studied by Robert Cialdini et al (as cited by Myers, 137). If I request of another 10x all at once, they will be more likely to say “no” than if I only request perhaps 2x, and then, after they agree, reveal to them that more, the remaining 8x, is involved. Furthe...
