The other person should view this as a concession on your part, and should feel inclined to respond with a concession of their own. Then, after refusal, make a smaller request, the one that you were really interested in. Rejection-then-retreat technique: make a large request, one likely to be turned down.A more subtle way to exploit it is to make a concession the rejection-then-retreat technique.The rule can be exploited as the exchange does not need to be equal - we do not like feeling indebted.The rule also holds when the favor is unsolicited - even if unwelcome.Liking a person has no effect on whether they feel the obligation to return the favor.This rule holds throughout human society.Ex: if one person does us a favor, we should try to do them one in return.Rule for reciprocation: we should try to repay, in kind, what another person has provided us.Contrast principle: if the the second item in a presentation is fairly different from the first, we will tend to see it as more different than it actually is. There are several components to these “weapons” of automatic influence: they are nearly mechanical in activation, they can be exploited, and they can be easy to trigger.Automatic, stereotyped behaviour is prevalent in much of human action - it is often efficient, and other times necessary.Adding the word “because” when asking a small favor vastly increases compliance, regardless if the reason is a good one.
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