Secrets of returning the favour

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Over the years I have been persuaded by people to take certain actions that sometimes are against my own principles. I always wanted to know the reasons why I acted out in that way. In search of the answers for my own actions, I came across the concept of persuasion.

It is possible to persuade people to do something even though they might not have a positive attitude about that behaviour at all. This is a type of persuasion technique called Compliance. According to Robert Cialdini (2007) there are 6 principles of compliance: reciprocation, consistency, social validation, liking, scarcity, and authority. Principle of RECIPROCATION is reason why you feel you must return the favour. 

Interesting fact is we all have been persuaded in someway or another. Everyday we are subconsciously influenced through social media, people in our lives, politicians, businesses etc.

There is a famous saying "Do good to others and good will return to you". There is an art and science behind this saying.

We feel an obligation to return the form of the behaviour we receive from another (Byrne & Rhamey, 1965). We like those who like us (Braver, 1975). We cooperate with people who cooperate with us, and we compete with people who compete with us (Cunningham et al., 1986). We self-disclose to those who self-disclose to us (Axelrod, 1984). We even make concessions to those who make concessions to us (Regan, 1971).

Sometimes we are manipulated and taken advantage of using this technique. So next time when someone ask you for a favour remember this technique.


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