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RE: Human Manipulation - Cialdini Principle #1: Reciprocation
Classic Cialdini.
Those interested in reciprocity should check out his studies on Door-in-the-face compliance techniques (Starting with a big request which is met with rejection would make one feel obligated to agree to a second smaller request - somewhat irrationally reciprocating the reduction of the request or of acceptance of the first refusal). He also has studies on other compliance techniques as as Foot-in-the-door techniques (Starting with a small request that is accepted leads to higher rates of acceptance of a larger request).
Additionally, if you are interested in how social psychology can contribute to envrionmental issues - check out his paper on injunctive vs descriptive norms in envrionmental messaging!
--- a Cialdini fanboy
Yo! From one Cialdini fanboy to another :-D
Cryptogee
Yes the chapter on reciprocity did include those studies in reference to the door in the face and concession techniques as well as a general defense in which the victim or target acknowledges the tactic as opposed to an all inclusive denial.