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An example provided by Robert Cialdini in his book Influence:_Science_and_Practice is a young boy asking Cialdini to purchase circus tickets (the initial request). When Cialdini declined, the boy lowered or "conceded" his request to merely buying some candy bars. Cialdini, seeing that the boy has made a concession, feels obligated to "return the favor" (reciprocate) and agrees to this second request. ^[1]

References

^ Cialdini, R.B. Influence: Science and practice, 5th ed. Boston: Pearson.

[1] Cialdini, R.B. Influence: Science and practice, 5th ed. Boston: Pearson.

[1]