Reciprocation - Principle of Influence

There are a few principles of influence that I have picked up during the course, RECCLASS. The 1st R - reciprocation.

Reciprocation is the feeling of indebtedness; the obligation to repay. When someone show us fovour and in return we do not want to feel that we owe them something. This is our very human nature, unconsicously we feels that we need to return the favour!! So not knowingly we will be "owing" favours.

A very good example, is when a friend who gave you a gerenous dinner treat, it will be most likely that you will want to give him a treat back the next round you all meet up again. I am sure there are many such examples that you can relate to. Another classic example.. during the Chinese Lunar New Year, in the "Ang Bao" giving to the children... how do you determine the amount to give? Usually you will probably give back the equal amount or more, right? This is the very principle of reciporation at work!

Therefore, we can use his very principle to get people feel indebted to us when we help them in the initial stage; I scratch your back and you scratch mine. This very true in the world we live today.. However, we must be sure that our act in the first place must be unselfish and genuine. Else we will be doing favours or things with ulterior motives.

Another related principle, which is called reciprocal concessions. Let me give you an example.. for example a charitable organisation had asked you for your service over the next few weekends to raise fund for the needy, you feels for the needy, however you are busy and relunctant to forgo your valuable weekends. Given an option, the organisation then asked you for a $20 donation instead. Most likely you will be readily to part with your money. Why? The initial offer was too much for you to accept however when given an alternative concession, you will buy it.

Many people out there resort to such tricks to influence us. As a defence we must be on guard for such offer of favours, offers or concession.