The Principle of Reciprocity

Chaldini identified these seven psychological principles during a couple of years of undercover work as a trainee in different industries. Before writing the book, he faced a dilemma. He felt professionally required to get their informed consent. So chaldini thought, well, i'll use the principle of reciprocity on them and send you a pre publication copy of my book so that you will learn everything i've learned before your competitors do. That worked for a percentage of the people, but not all of them. It wasn't until i did something i didn't even recognize was a principle of influence, they said, what? You're writing a book? And i would say, yes, i'm