Cialdini raamat
gages the action of the contrast principle. Not only did the initial higher request make the lower
one seem like a retreat. it made that second request seem smaller, too.
SUMMARV_
you, then you might want to use them to make a profit of your own. Simply take
whatever the inspector is willing to provide-safety information, home extin-
guisher-thank him politely, and show him out the door. After all, the reciprocity
rule asserts that if justice is to be done, exploitation attempts should be exploited.
Summary
• According to sociologists and anthropologists, one of the most widespread and
basic norms of human culture is embodied in the rule for reciprocation. The
rule requires that one person try to repay, in kind, what another person has
provided
annaabi.ee 
