Doing favours for others often results in them giving far more in return. This is one of the unconscious rules that help gel society and are vital for group welfare. We like people who help us, and we help people we like. But the art of persuasion is a little more complex in the business world.
Not all favours result in giving and helpful behaviour. In his book 59 Seconds: Change Your Life in Under a Minute, psychologist Richard Wiseman says there are several subtle factors that influence when favours are most effective and likely to be returned.
Don’t overdo it
Favours have their strongest effect when they occur between people who don’t know each other very well, and when they are small but thoughtful. If you go to a large amount of effort to help someone else, the recipient may feel uncomfortable – giving too much places the other person in a difficult position, because the law of reciprocity states that they have to give even more in return.
Give from the heart
Your reason for doing the favour should be genuine. If the recipient suspects an ulterior motive, they may not want to reciprocate. Also, beware of making people feel that you are helping them because they can’t do it on their own as this will make them experience a drop in self-esteem.
Seize the moment
Ask for the return favour quickly. Research has found that favours have their greatest power immediately after they have been provided. Leave it too long and people either forget what happened, or convince themselves they didn’t really need assistance in the first place.
