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Reciprocity: People feel compelled to return favors from "summary" of Influence by Robert B. Cialdini, PhD
Reciprocity is a powerful force in human behavior. It is the idea that people are more likely to say yes to a request or agree to a favor if they have already received something from the requester. This principle can be seen in action in a variety of contexts, from small social interactions to larger business transactions. One reason why reciprocity is so effective is that it is deeply ingrained in our culture. From a young age, we are taught to be polite and courteous, to say thank you when someone does something nice for us. This social norm of reciprocity is so strong that it can influence our behavior even when we are not consciously aware of it. Another reason why reciprocity works is that it creates a sense of obligation. When someone does something nice for us, we feel a natural inclination to return the favor. This sense of obligation can be quite powerful, leading us to do things that we might not otherwise do. In one study, researchers found that when a small favor was done for someone, that person was significantly more likely to agree to a larger request from the same person later on. This shows how reciprocity can be used as a tool to influence others and get them to say yes to things they might not have agreed to otherwise.- Reciprocity is a fundamental aspect of human behavior. By understanding how it works and using it strategically, we can increase our chances of getting others to do what we want. Whether we are trying to make a sale, negotiate a deal, or simply get someone to help us out, the principle of reciprocity can be a powerful tool in our arsenal.
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