Kaja Trees

8%
Flag icon
Because reciprocal arrangements are so vital in human social systems, we have been conditioned to feel uncomfortable when beholden. If we were to ignore the need to return another’s initial favor, we would stop one reciprocal sequence dead and make it less likely that our benefactor would do such favors in the future. Neither event is in the best interests of society. Consequently, we are trained from childhood to chafe, emotionally, under the saddle of obligation. For this reason alone, we may be willing to agree to perform a larger favor than the one we received, merely to relieve ourselves ...more
Influence: The Psychology of Persuasion
Rate this book
Clear rating
Open Preview