According to Cialdini,____ is a principle that creates an obligation to return something in kind when the other party offers a concession.
A) social proof
B) authority
C) consistency
D) reciprocation
E) scarcity

Question

Quizplus · Accepted Answer

Reciprocation is the principle that creates an obligation to return something in kind when the other party offers a concession. Cialdini describes this as a powerful motivator, as it can lead to the other party feeling obligated to repay a favor or concession offered to them. This can be a useful tool in negotiations or persuasion efforts.

According to Cialdini,____ Is a Principle That Creates an Obligation