Rhetorical Elicitation of Concession in Persuasion

Summary The persuasive effect of the rhetorical elicitation of concession was assessed under conditions of initially favorable and initially unfavorable attitude relative to the attitudinal position advocated. Additionally, the resulting resistance to counterpersuasion was measured. Elicitation of concession resulted in a significant increase of persuasiveness under conditions of favorable attitude, and in a significant decrease of persuasiveness under conditions of unfavorable attitude. Various rationales were developed, and their respective predictive accuracy discussed. A model based mainly on the enhancement of cognitive involvement was evaluated as best accounting for the findings obtained.