Use the rule of reciprocation to influence people.

The rule of reciprocation applies to nearly every single person on the planet—when you do something for them, they will be more likely to do something for you in return. This habit describes two different ways you can apply the rule of reciprocation to influence others.


  1. Provide someone with a favor before asking for one in return.
    For example, if you are trying to sell something, hand out free samples before asking the prospective customer to purchase the item.

  2. Make a concession so the other person feels obligated to make one too.
    For example, if someone turns you down when you make a large request of them, make a concession and request something smaller. They will be more likely to agree to the smaller request.


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