Cialdini raamat
gain our compliance is not the real opponent. Such a requester has chosen to be-
come a jujitsu warrior who aligns himself or herself with the sweeping power of
reciprocation and then merely releases that power by providing a first favor or con-
cession. The real opponent is the rule. If we are not to be abused by it, we must take
steps to defuse its energy.
Rejecting the Rule
How does one go about neutralizing the effect of a social rule like the one for re-
ciprocation? It seems too widespread to escape and too strong to overpower once
_ Chapter 2 RECIPROCATION
it is activated. Perhaps the answer, then, is to prevent its activation. Perhaps we can
avoid a confrontation with the rule by refusing to allow a requester to commission
its force against us in the first place. Perhaps by rejecting a requester's initial favor
or concessions to us, we can evade the problem. Perhaps; but then, perhaps not. In-
annaabi.ee 
