The Power of Reciprocity

This chapter explores the concept of reciprocity and its influential role in personal relationships and marketing strategies. It presents various examples, such as free samples and the 'Rejection-Then-Retreat' technique, to illustrate how unsolicited favors can create a sense of indebtedness and manipulate social dynamics. Additionally, the chapter discusses real-life stories and the psychological mechanisms behind reciprocity, highlighting its impact on decision-making and negotiations.