Influence: The Psychology of Persuasion (Collins Business Essentials)

It seems it was not the whole series of words but the first one, because, that made the difference. Instead of including a real reason for compliance, Langer’s third type of request used the word because and then, adding nothing new, merely restated the obvious: “Excuse me, I have five pages. May I use the Xerox machine because I have to make some ... See more

One favorite and profitable tactic of certain compliance professionals is to give something before asking for a return favor. The exploitability of the tactic is due to three characteristics of the rule of reciprocation. First, the rule is extremely powerful, often overwhelming the influence of other factors that normally determine compliance with ... See more