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Principles of Persuasion
- Robert Cialdini identifies six key principles of persuasion that can lead to automatic compliance.
- These principles, rooted in self-interest, can be used ethically or unethically.
The Coke Experiment
- A free Coke doubled raffle ticket sales, demonstrating the reciprocity principle.
- Even small gifts can trigger larger reciprocal actions.
Defending Against Reciprocity
- Accept initial favors, but if demands follow, redefine it mentally.
- Recognize manipulative tactics to free yourself from obligation.