February 6, 2024

“Strangely enough, then, it seems that the rejection-then-retreat tactic spurs people not only to agree to a desired request but to carry out that request and, finally, to volunteer to perform further requests”

2:16 AM

“The rule says that favors are to be met with favors; it does not require that tricks be met with favors.”

5:25 AM

“The exploitability of the tactic is due to three characteristics of the rule of reciprocation. First, the rule is extremely powerful, often overwhelming the influence of other factors that normally determine compliance with a request. The rule becomes particularly potent when the gift, favor, or service is personalized or customized to the recipient’s current preferences or needs. Second, the rule applies even to uninvited first favors, thereby reducing our ability to decide whom we wish to owe and putting the choice in the hands of others. Finally, the rule can spur unequal exchanges; to be rid of the uncomfortable feeling of indebtedness, an individual often agrees to a request for a substantially larger favor than the one he or she received.”

5:39 AM

“instead of providing a first favor that stimulates a return favor, an individual can make an initial concession that stimulates a return concession”

5:39 AM

“door-in-the-face technique”

5:39 AM

“1972年位于[华盛顿特区](https://zh.wikipedia.org/wiki/%E5%8D%8E%E7%9B%9B%E9%A1%BF%E7%89%B9%E5%8C%BA)[水门综合大厦](https://zh.wikipedia.org/wiki/%E6%B0%B4%E9%97%A8%E7%BB%BC%E5%90%88%E5%A4%A7%E5%8E%A6)[民主党全国委员会](https://zh.wikipedia.org/wiki/%E6%B0%91%E4%B8%BB%E5%85%9A%E5%85%A8%E5%9B%BD%E5%A7%94%E5%91%98%E4%BC%9A)被人侵入，然而时任总统[理查德·尼克松](https://zh.wikipedia.org/wiki/%E7%90%86%E6%9F%A5%E5%BE%B7%C2%B7%E5%B0%BC%E5%85%8B%E6%9D%BE)及内阁试图掩盖事件真相并阻挠国会调查，导致宪政危机。”

1:57 AM