The power of reciprocacy

The power of reciprocation 1) socialisation and gifts 2) intiate with small favours, get him to say yes, listen to his advice 3) people feel required to reciprocate after accepting freebies (no free lunch) 4) intiate with a large unrealistic request to probe the client. Then zone in on specific request that client is likely to accept To counter Never accept anything that comes free Resist attempt for Interaction Understand gifts as sales device Prohibit employees from accepting gifts

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