Once we bet on a horse (let it be the least likely) that it will run in the first place, we will be more likely to believe it has a real chance of winning. Cialdini illustrates the principles of commitment and consistency with countless everyday examples. We lose rather than acknowledge that we have lost. If we have decided something in our head, we will cling to it with our teeth and nails. Many people do not know that our inner image affects our actions, which is why others are trying to influence it. Commitment and ConsistencyĮveryone has an established image of themselves in their minds. Defense against the principle of reciprocityĭon't fall for small gifts! We should reciprocate the little favors to a similar extent and with a gift of similar value! If we try to reciprocate a gift that seems selfless with a higher value, we have undoubtedly fallen for those who use the principle of reciprocity. People try to exploit the principle of reciprocity in several areas, just think of small corporate gifts, free product samples. This tactic worked for a short time, but once someone experienced it he did not become a victim of the technique again. Since the victim wanted to repay the gift anyway, he usually paid several times the price of the flower. The believer then stated that this is a gift from the community of Krishna believers for which they do not expect reciprocity but accept donations. In front of the unsuspecting passerby, a Krishna believer suddenly appeared and pressed a flower into his hand.Īlthough the “victim” objected that he did not want the flower, it stayed with him. They continued to try to raise donations in busy places (airports, shopping malls), but they not only wanted to receive but also gave. Krishna believers collected donations in high-traffic places with more or less success, until they recognized the potential of the principle of reciprocity.Īt the heart of their tactics was a tiny flower. Although the case (like most of the examples) occurred in the United States, the technique used is still applied worldwide today.

The principle of reciprocity was topped by Krishna believers who, with a seemingly kind and selfless practice, amassed a small fortune. It is not just money or high-value items that can make us feel indebted, a coffee, a glass of soft drink or a flower is enough. Reciprocityīy nature, we don’t like to owe to others. Cialdini exposes many of the practices we encounter daily and we would not even think that this is conscious on the part of their users. We can encounter the main principles of influence in a variety of ways and situations. Cialdini Read More There are six principles of influence:

Influence robert b