287: The Reciprocity Rule, Social Proof, and Authority in Influence

Proactive influence in the workforce

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Unrelated: The Reciprocity Rule, Social Proof, and Authority in Influence

The principle of reciprocity can be a powerful tool for persuasion. It suggests that if you do someone a favor before asking for something, they will be more likely to comply even if they don't like you or your request. The rule encourages people to respond to good deeds without using tricks or deception. However, the reciprocity rule can also be exploited through the commitment to receive. We are more likely to follow through when responsible for fulfilling a contract. But this obligation can also limit our ability to choose whom we owe favors, giving others power over us. The general rule is that we should respond if someone treats us well. Thus, it is beneficial for any group to encourage its members to cooperate to achieve common goals.

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