influence of Chaldini

But first of all, we note that these methods are not recommended for human manipulation. It is important that it is sincere and based on friendly sympathy. Greedy people always lose in the long run and spoil their reputation.

principles of Chaldini:

Reciprocity: the obligation of reparation.
Commitment and consistency: beliefs correspond to values.
Social proof: the strength of what others do.
Power and authority: the desire to obey responsible people.
Sympathy: commitment in friendship.
Deficit: a passionate desire for what might not be available.
Let's consider each of them separately.

Principle of reciprocity
The bottom line: we feel the duty to give something in return to people who have done us a favor.

Give something. After a while, but not immediately, ask for something in return. You do not need to ask for something equivalent: you can get even more.

When you are serving people, make sure they know what they are getting. Tell them about your sincere desire to help. Ideally, the cost and the amount of effort on your part should be low, and for the interlocutor - high.

Examples:

A non-profit organization gives a pen with a request to fill out a form for regular donations. This greatly increases the likelihood of donation.
A sales person does a lot of small customer service, which will make the latter feel obligated to purchase something.
When prehistoric people moved from lonely hunting to life in the tribe, they realized that society intends to do something useful for others, in order to receive a reciprocal service after some time. From this grew the principle of reciprocity.

Principle of obligation and consistency
The bottom line: we must always coordinate our external actions and promises with beliefs and values.

When we make a promise, we consider it our duty to do everything to hold it back. When we make a decision, we like to feel that this is the right decision. When we do something that does not correspond to beliefs and values, we can change these internal aspects in order to be consistent before ourselves.

In a word, we are inclined to justify our obligations, inventing a new justification, to confirm that we made the right choice.