Arrange To Exchange

By Dr. Robert Cialdini

In this time of the year, often called “The Season of Giving,” it is worthwhile to consider certain aspects of the giving process that can lead to desirable outcomes, not just with family and friends but also with colleagues and coworkers.

Research has long demonstrated the value of a generous spirit. After providing gifts, favors, services, or assistance to others, we become more liked, more appreciated, and even physically healthier. What’s more, those who have received from us typically stand ready to repay when we need something from them. This last benefit flows from the rule for reciprocation, which prescribes the willingness of people to pay back the form of behavior they have received. All human societies install this rule in their members from childhood for a simple reason: It confers great competitive advantages on a group it by encouraging profitable exchanges, mutually beneficial tradeoffs between group members in vital arenas of interaction such as commerce, defense, and care. In the workplace, this means that if you’ve complied with my request for help with one of my projects—let’s say by providing effort, resources, special information, etc.—I should be significantly more willing to comply with a request for help that you might make of me later on a project that’s important to you. Full Article

Master the core influencing skills that are the foundation for success in sales, leadership, management and relationship building. Learn to apply these principles of persuasion in an ethical way to create mutually beneficial results.

The Principles of Persuasion (POP) Workshop was developed by Dr. Robert Cialdini and based on his New York Times Best Seller, Influence: Science and Practice. Extensive scholarly training in the psychology of influence, together with almost 40 years of research into the subject, has earned Dr. Cialdini an international reputation as an expert in the fields of persuasion, compliance, and negotiation.

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