The researchers say the reciprocity rule explains their findings — people felt obligated to return the act of generosity. In "Pre-Suasion," Cialdini explains that customers gave higher tips in the last condition because the second piece of chocolate was meaningful and unexpected.
实验者称交互作用法使这项研究的最好解释——人们在接受他人慷慨后感觉自己有义务作出回报。书中,Cialdini解释说最后一种情况小费增长最多的原因是,人们认为那第二块儿巧克力是有所含义的,是意料之外的。
Here's an example of how you could put the rule into action: Let's say you want a coworker to proofread a project report before you submit it to management. A few days before, consider asking that coworker if you can pick up dinner for her when you're both staying late at the office.
所以这就告诉你怎么活学活用:假设你想让同事帮你把项目报告校读一遍再交给上头,那么你应早有预谋:提前几天的时间,找一个你们俩人都加晚班的时候,主动提出负责她的晚餐。
The key part is reminding your coworker that she can return the favor, Cialdini told The Harvard Business Review in 2017. Instead of saying, "no big deal" when she thanks you for grabbing an extra sandwich, Cialdini recommends saying something like, "Of course; it's what partners do for each other."
“关键一点在于提示你的同事回报自己的好意并不难”Robert Cialdini在2017年的一期哈佛商业评论中说到,在帮同事 “顺手”带个三明治后,与其说“没啥大不了的”不如说“这是我应该做的,谁让咱俩是同事呢。”
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