|
|
Influence:
…after accepting a gift, customers are willing to purchase products and agree to requests they would have otherwise declined.
|
32 |
|
|
Influence:
Elected and appointed officials often see themselves as immune to the rules that apply to rest of us – parking regulations and the like.
|
36 |
|
|
Influence:
…customizing a gift to a recipient’s preferences, customizing it to the recipient’s current needs can also supercharge the gift’s impact.
|
42 |
|
|
Influence:
…there’s a strong cultural pressure to reciprocate a gift, even an unwanted one, but there is no such pressure to purchase an unwanted commercial product.
|
46 |
|
|
Influence:
Most of us find it highly disagreeable to be in a state of obligation. It weighs heavily on us and demands to be removed.
|
48 |
|
|
Influence:
A person who violates the reciprocity rule by accepting without attempting to return the good acts of others is disliked by the social group.
|
49 |
|
|
Influence:
…it is not so puzzling that in the name of reciprocity, we often give back more than we have received.
|
50 |
|
|
Influence:
…with the [reciprocity] rule in effect, we can feel safe making the first sacrifice to our partner, who is obligated to offer a return sacrifice.
|
53 |
|
|
Influence:
It is in the interest of any human group to have its members working together toward the achievement of common goals.
|
53 |
|
|
Influence:
The truly gifted negotiator… is one whose initial position is exaggerated enough to allow for a series of small reciprocal concessions and counteroffers that will yield a desirable final offer from the opponent.
|
56 |
