| Manipulation |
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| Reciprocation Escalating commitment Consistency Social proof Liking Authority Scarcity |
| Reciprocation |
| reciprocation 1: The act of making and return or doing something in return 2: Alternating back and forth movement. 3: mutual interaction; the activity of interchangin or reciprocating The principle of reciprocation as a form of manipulation is as follows, when given something you are abliged to give something in return. If you do not give something back in return, then you are breaking a social norm, and thus you will be overcome with guilt. Reciprocation as a form of manipulation works like this. I give you something cheap, simple, or otherwise easy for me to give to you. Then, I give you the opportunity to give something back to me. However, the opportunity I give you gives me an advantage in some way. A common form of reciprocation can be found between businesses. A business representative (customer) visits another business representative (seller) in order to get some information about a product or service. The seller then takes the customer out to lunch and/or dinner for free as a gift, then gives the customer the opportunity to return that favor by buying the product or service. Of course the product is quite a bit more expensive than the dinner, but the customer is socially abliged to return the favor by the only opportunity availlable to him, which is to buy the product. This happens so much in business now, the social forces used by this technique are now much less powerful. However, taking a client out to dinner still dramtically increases your chance of a sale, even though the client knows what your goals are. |