The Reciprocity Norm: The Debt of a Gift
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Robert Cialdini Contributor
The Hare Krishnas
They would give a flower to travelers in airports. The traveler would try to refuse, but they insisted: “It is a gift.” Moments later, they asked for a donation. The traveler, holding the unwanted flower, felt a social pressure to give money. They gave.
Influence
To get what you want, give something first.
- A free sample.
- A compliment.
- A small favor. The other person will feel an unconscious debt to repay you.
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Robert Cialdini
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