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Using the power of reciprocity to persuade from "summary" of Manual de persuasão do FBI by Marvin Karlins ,Jack Shafer
Reciprocity is a powerful tool in the art of persuasion. When you give something to someone, they feel obligated to give something back in return. This principle is deeply ingrained in human psychology and can be used to influence others to act in your favor. By providing a small gesture or favor to another person, you are creating a sense of indebtedness that can be leveraged to gain their compliance or agreement. The key to effectively using reciprocity as a persuasive tactic is to be genuine in your actions. People can sense when someone is being insincere or manipulative, so it is important to approach the situation with honesty and authenticity. By genuinely offering help or support to another person, you are more likely to receive a positive response in return. Another important aspect of reciprocity is the timing of your actions. It is crucial to give before you ask for something in return. By first providing value or assistance to another person, you are setting the stage for them to reciprocate in kind. This approach can create a sense of goodwill and cooperation that can lead to a successful outcome. In addition to being genuine and timely in your actions, it is also important to consider the nature of the favor you are offering. The more personalized and thoughtful your gesture, the more impactful it will be. Tailoring your actions to the specific needs or interests of the other person can demonstrate a high level of care and consideration, increasing the likelihood of a positive response.- Using the power of reciprocity to persuade involves giving something of value to another person in order to create a sense of obligation or indebtedness. By approaching the situation with honesty, timing your actions effectively, and tailoring your gestures to the needs of the other person, you can increase your chances of influencing them to act in your favor.
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