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People are more likely to comply with requests when they feel indebted from "summary" of O Poder Da Persuasão by Robert B. Cialdini
According to Cialdini, the idea that people are more inclined to say yes to a request when they feel they owe something to the requester is a powerful tool of persuasion. This principle of reciprocity is deeply ingrained in human psychology, influencing our behavior in a subtle yet significant way. When someone does us a favor or gives us a gift, we feel a sense of indebtedness towards them, a desire to repay the kindness shown to us. This feeling of indebtedness can be leveraged by skilled persuaders to increase the likelihood of compliance with their requests. By initiating the cycle of reciprocity through a small gesture or favor, they create a sense of obligation in the recipient, making them more receptive to future requests. This strategy taps into our instinctual need to maintain social harmony and balance by reciprocating the actions of others. Moreover, the power of reciprocity can be further amplified when the favor or gift is unexpected or personalized. When someone goes out of their way to do something for us, we feel a heightened sense of indebtedness towards them, increasing the impact of their influence on our decision-making process. This principle has been used effectively in various contexts, from marketing and sales to social interactions and relationships, where small gestures of goodwill can lead to significant returns in terms of compliance and cooperation.- The concept that people are more likely to comply with requests when they feel indebted underscores the importance of building and nurturing relationships based on mutual reciprocity. By recognizing and leveraging the power of this principle, persuaders can increase their chances of success in achieving their goals and objectives.
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