Cialdini raamat
what they are represented to be. If a person offers us a nice favor, let's say, we
might well accept, recognizing that we have obligated ourselves to a return favor
sometime in the future. To engage in this sort of arrangement with another is
not to be exploited by that person through the rule for reciprocation. Quite the
contrary; it is to participate fairly in the "honored network of obligation" that has
served us so well, both individually and societally, from the dawn of humanity.
However, if the initial favor turns out to be a device, a trick, an artifice designed
specifically to stimulate our compliance with a larger return favor, that is a dif-
ferent story. Our partner is not a benefactor but a profiteer; and it is here that
we should respond to the action on precisely those terms. Once we have deter-
mined that the initial offer was not a favor but a compliance tactic, we need only
annaabi.ee 
