How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 211

Krishna gift-giver might say, "Sir, this is a free gift for you to keep, and
we welcome donations." Often the gifts just ended up in the trash cans,
but overall, the strategy worked. In most cases, even individuals who
ended up throwing the gifts away donated something. Although lots of
people were extremely annoyed by the high-pressure gift giving, their
sense of obligation to reciprocate was too strong to ignore.
Some of the movement's followers, looking like your normal, energetic
college students, would hand out books. People graciously accepted the
offer before realizing they were deep into obligation. Playing on their
sense of indebtedness, the requesters would then ask for a donation. The
process worked like a charm. When someone tried to give the book back,
the Krishnas would not take it back, it being a gift. Others would leave
upset but the pair would follow them in hot pursuit. I observed that most
of the people felt an obligation to donate money in exchange for the free
gift presented to them, whether or not they wanted it.
Applying the Rule of Obligation
This is a very simple law to implement. All you need to do is create a
need or obligation in the mind of the other person. Think to yourself of
what you can do, give, or say that would create that indebtedness in the
mind of your prospect.
As you think of the perfect persuasive situation, include one or more of
the following items to help you create a greater sense of obligation: a
service of some sort, information or concessions, secrets, favors, gestures,
compliments, smiles, gifts, invitations, attention, or your time. Any one,
or a combination of several, of these will create a need to reciprocate in
your prospect — as long as your act is perceived as altruistic. If, however,
your pre-giving is read as manipulating, bribing, or "tricking," it will
understandably not be met with much compliance.
Take caution with this strategy. The use of obligation will backfire if your
prospect sees your actions as a bribe to comply. Feeling tricked, your
prospect will not be pressured to comply or reciprocate. "When pre-giving
is perceived as a bribe or a pressure tactic, it actually decreases
compliance."[10]The obligation you create must be perceived as an
unselfish act.

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