Natasha convinces Joel to take her to the airport by first asking him to loan her his car for a week.Her attempt to get Joel to do her a favour is most likely based on the principles of which of the following?

Question

Quizplus · Accepted Answer

The attempt to get Joel to do her a favour (loan her his car) is based on the principle of reciprocity (the expectation that if someone does something for us, we should do something for them in return). Natasha hopes that by asking for a smaller favour (loaning the car), Joel will feel reciprocally obliged to do a bigger favour (take her to the airport). Additionally, she may be using perceptual contrast (asking for a big favour first, then following up with a smaller favour to make it seem more reasonable) to increase the likelihood of Joel agreeing to her request.

Natasha Convinces Joel to Take Her to the Airport by First