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THE POWER OF READING PEOPLE
return favors. Leveraging this tendency can be ethical and effective
in fostering cooperation:
• Door-in-the-face tactic: Start with an ambitiously high request,
then scale it down. The more reasonable subsequent request is
seen as a concession, increasing the likelihood of agreement.
• Foot-in-the-door tactic: Begin with a small request to gain ini-
tial agreement, which can pave the way for larger requests.
• That’s-not-all tactic: Enhance your offer by adding unexpected
extras or bonuses to entice and oblige.
By understanding and applying the principle of reciprocity, you can
establish a trust-based relationship with others.
Adam Grant’s research in Give and Take (2013) also supports the idea
that generosity and helpfulness can lead to greater success. He catego-
rizes people as “givers” or “takers,” with givers being those who actively
support others. Contrary to the belief that self-interest rules, Grant’s
work illustrates that givers often achieve more success, find greater
happiness, and earn more recognition than their taker counterparts.
Key Point: Balance Your Approach
Understanding what drives others is essential, and the tech-
nique of behavioral evaluation can help you offer exactly what
they’re seeking. However, be careful to balance generosity with
wisdom to avoid being exploited by those who may
take more than they give.
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