Nathan

16%
Flag icon
Once we have determined that his initial offer was not a favor but a compliance tactic, we need only react to it accordingly to be free of its influence. As long as we perceive and define his action as a compliance device instead of a favor, he no longer has the reciprocation rule as an ally: The rule says that favors are to be met with favors; it does not require that tricks be met with favors.
Influence: The Psychology of Persuasion (Collins Business Essentials)
Rate this book
Clear rating