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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

The Reciprocity Rule - The Gift of the Unwanted

"The nature of the reciprocity rule is such that a gift so unwanted that it was jettisened at the first opportunity had none the less been effective and exploitable," he says. The ability of uninvited gifts to produce feeling of obligation is recognized by a variety of organizations besides the chrisnas, writes John Sutter. "Any money i wished to send should not be regarded as payment, but rather as a return offering."

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