Browsing Tag

reciprocity

How to Turn a NO into a YES!

Can an initial rejection actually help you get the "yes" you really want? Surprisingly, if you create the right first and second requests, it can. Persuasion expert Robert Cialdini conducted a classic experiment that demonstrates the…

Give Big, Get Bigger

Reciprocity is a common enough theme here at Neuromarketing. The concept of reciprocity suggests that giving someone something, or doing a favor for someone, establishes a subtle return obligation. An interesting study by German researcher…

Zilch

Zero does have a seemingly magical impact on our brains (see The Power of Free), though zero isn't always a good thing. Zero resources, for example, are generally not good for business! That's exactly what many non-profit organizations…

Personalization: Post-Its and Beyond

Have you ever received a printed invitation to, say, a charity fundraiser, and found that someone you know on the organizing committee had hand-written a short note encouraging you to attend? (Or sat in a room with other people actually…

Small Favors, Big Success

Most of us need to persuade people that we don't know personally to do things. A salesperson wants to close a deal. An office worker needs to persuade the new computer guy to fix her computer first. A fundraiser wants to get a potential…