Question

Reciprocity, Commitment & Consistency and Social Proof

Cialdini ponders why “a request stated in a certain way will be rejected, but a request that asks for a favor in a slightly different fashion will be successful” (p. ix). What do we learn from his writing on Reciprocity, Commitment & Consistency and Social Proof on how requests can be stated in ways that make them most effective?

Answer 1

Reciprocity is an act of responding in the same manner as the other person by giving him / her something in return for the favours so that no party seems overly obliged by the generosity of the other. It is a basis of a mutually beneficial and sustainable relationship, be it business or life in general, making both parties content and compassionate. A request accompanied by a history of reciprocity or mutually beneficial prospects is more likely to be seen as favourable proposition and be successful. Commitment and consistency starts with building of trust and living up to the expectation of the other party, whatever be the circumstances. standing up for the other party in difficult times and being consistent with the performance is also the basis of all successful relationships. A request raised after building trust and being committed to the other party by delivering consistent performance is more likely to be successful as the other person is sure of the credibility of the request maker. Social proof is a condition in which more and more people become inclined to the norms, behaviours or conventions set by a group of people. For an example, a crowded restaurant is more likely to pull a crowd in larger proportions. A request that is in line with the popular convention or accpeted norms is more likely to present the issues in more engaging way to the other person and more likely to be accepted.