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Reciprocity plays a key role in persuasion from "summary" of O Poder Da Persuasão by Robert B. Cialdini
Reciprocity is a powerful tool in the art of persuasion. It is a fundamental aspect of human behavior that dictates that when someone does something for us, we feel obligated to return the favor. This principle is deeply ingrained in our social norms and has been used by skilled persuaders throughout history to influence others. Reciprocity can be a key factor in building relationships and gaining compliance from others. By giving something to someone, whether it be a material gift or a small favor, we create a sense of indebtedness in them. This feeling of indebtedness can then be leveraged to persuade them to reciprocate in some way. People are more likely to say yes to a request if they feel they owe something to the person making the request. Reciprocity can be used in various ways to increase th...
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