work of Robert Cialdini

Last November, I was driving in my car listening to NPR. I became fascinated by a story by Alix Spiegel regarding the Rule of Reciprocation. Citing the work of Robert Cialdini, an emeritus psychologist at Arizona State University, Spiegel writes that, in a nutshell, the rule of reciprocation is: “If someone passes you in the hall and says hello, you feel compelled to return their greeting. When you don't, you notice it. It makes you uncomfortable, out of balance. That's the rule of reciprocation.” Spiegel goes on to write: “Cialdini noticed a similar phenomenon when he studied Hare Krishnas. In airports, they would…give…people passing by what they described as a gift: a flower, a book, a magazine. Then, after the person had the gift in…hand, they would ask for a [...]