Namaste, Welcome to SAM-VAD (Together In Conversation). Last week I shared an excerpt titled – ‘Shortcuts and Decision Making’ from a book titled ‘Influence – The Psychology of Persuasion’ by Robert Cialdini, Ph.D. The excerpt pointed to the need and pitfalls of shortcut methods that we use in our decision-making process.

Now, SAM-VAD (Together In Conversation) to the ones paying heed, this is where we try to draw your attention to things that matter and the importance of your attention, and that is because, ‘Our life’s experience would ultimately amount to whatever we had paid attention to.

Attention: is as fundamental as food; and we go blundering about, seeking ways to assuage the craving, instead of learning how to provide ourselves with what we need, sensibly and calmly. Once our attention is drawn to the mechanism of why and what we give attention to, it is as if a veil has been stripped off and we become freer in our action and choices. And that is our endavour.

This week I bring to your attention an excerpt titled – ‘Reciprocation’ from a book titled ‘Influence – The Psychology of Persuasion’ by Robert Cialdini, Ph.D. In this book the author explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples.

I am sure we all wonder sometime as to how do we take our decisions whether they be mundane or important ones.

Reciprocation

The rule of reciprocation says that we should try to repay, in kind, what another person has provided us.

“Web of indebtedness” – A unique adaptive mechanism of human beings, allowing for the division of labour, the exchange of diverse forms of goods, the exchange of different services (making it possible for experts to develop), and the creation of a cluster of inter-dependencies that bind individuals together into highly efficient units.

A widely shared and strongly held feeling of future obligation made an enormous difference in human social evolution, because it meant that one person could give something (for example, food energy, care) to another with confidence that it was not being lost.

For the first time in evolutionary history, one individual could give away any of a variety of resources without actually giving them away.

Sophisticate and coordinated systems of aid, gift giving, defense, and trade became possible, bringing immense benefit to the societies that possessed them.

With such clearly adaptive consequences for the culture, it is not surprising that the rule for reciprocation is so deeply implanted in us by the process of socialization we all undergo.

Excerpt from ‘Influence – The Psychology of Persuasion’ by Robert Cialdini, Ph.D.

I am sure that you will find this book thought provoking and an interesting read and enjoy the memorable stories and relatable examples that form part of this book. To get your copy click on the following link:

https://humanjourney.us/books/influence-the-psychology-of-persuasion

Enjoy reading it with your family, friends and near and dear one’s.

Namaste!