Ever wonder why anyone that is ever selling anything is always giving something small away for free or how a "random" gift is usually followed by a request? Well look no further, in the first of Robert B. Cialdini's six principles influence ("You've Been Had - the Power of Persuasion" article), we'll see exactly why this happens.
Basic Premise
How People Take Advantage of Reciprocity
Best Defense
Basic Premise - People feel indebted to others when they receive something from another person - "I scratch your back, you scratch mines"
- Those who do not reciprocate are seen as "takers" and suffer social disapproval as being greedy or selfish
- Unequal exchanges where someone gives a small gift but asking for a substantially larger favor in return - Ever get a free T-shirt but had to sign up for a credit card with an annual fee
- Most people take advantage by choosing both the indebting first favor AND the nature of the debt canceling favor
- Compromise => Concession Process where you make an extreme request first (one that is likely to be rejected) and then after the refusal, "conceding" to the smaller but actual intended request. "Heads I win, Tails you lose"
- Realize that there is no need to repay tricks/sales schemes with favors
- Be prepared to reject favors, concessions and offers no matter how small
Next Principle of Influence: Commitment and Consistency
No comments:
Post a Comment