Sublime

A pesar del impresionante poder de la regla de reciprocidad, hay una serie de condiciones que magnifican aún más ese poder: cuando el primer regalo está customizado y, por tanto, personalizado, para atender a las necesidades o preferencias del receptor.

Principle One: Reciprocation. When you give something to someone they feel obliged to give something back in return. If you want to receive, give first. The best salespeople use this all the time. They give value first.

If I can get you to make a commitment (that is, to take a stand, to go on record), I will have set the stage for your automatic and ill-considered consistency with that earlier commitment. Once a stand is taken, there is a natural tendency to behave in ways that are stubbornly consistent with the stand.

TNA is a widely used and, research shows, highly effective technique for transforming a previously “take it or leave it” product into a must-have item. BOGOFS, three for the price of two, or the free pens,

one of the most potent of the weapons of influence around us—the rule for reciprocation.7 The rule says that we should try to repay, in kind, what another person has provided us. If a woman does us a favor, we should do her one in return; if a man sends us a birthday present, we should remember his birthday with a gift of our own; if a couple invit

I was walking along a street when approached by an eleven-or twelve-year-old boy. He introduced himself and said he was selling tickets to the annual Boy Scouts Circus to be held on the upcoming Saturday night. He asked if I wished to buy any tickets at $5 apiece. I declined. “Well,” he said, “if you don’t want to buy any tickets, how about buying

Rejection Then Retreat Because the rule of reciprocation governs the compromise process, it is possible to use an initial concession as part of a highly effective compliance technique. The technique is a simple one that we can call the rejection-then-retreat technique, although it is also known as the door-in-the-face technique. Suppose you want me

Three of the seven principles of influence—reciprocation, liking, and unity—seem particularly appropriate to the task.