Tag / robert cialdini

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Influence In Action: Reciprocity In Detroit

A digital painting of a chilly night scene in Detroit, featuring a man in worn clothes offering a dollar bill to another man in a crowded line outside a bar. The setting is illuminated by neon bar signs and dim streetlights, emphasizing the theme of generosity and unexpected acts of kindness.

Everyone should read, or at least skim, Influence at least once.

As the name implies, it is about influence. More specifically, it is about how we influence each other.

I like to listen to the audio-book once a year to keep the concepts fresh in my mind.

The First Principle of Influence is Reciprocity.

People are obliged to give to others who have given to them.

This is why retailers offer a glass of water at the front door and why you receive ‘free’ samples at Costco.

But I want to tell you a short story about a time I saw reciprocity in action live.

I went to a Detroit Red Wings game with Mark Reiter in 2016.

After the game we waited in line to get into a local bar. While we were waiting in line, a man on this cold Detroit night walked past us with a Styrofoam cup, asking for change.

Most people ignore him. Then a guy behind us said, “I barely have enough myself.” The beggar reached into his cup, pulled out a dollar bill, and extended it to the man behind us.

He walked away with a full cup that night.

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