CHAPTER 6
The Law of Obligation
How to Get Anyone to Do a Favor for You
Nothing is more costly than something given free of charge.
—JAPANESE SAYING
Every month, a gentleman used to walk into my office, unsolicited, to try to get our business. He was selling office supplies and other items that we could get anywhere. I appreciated his tenacity, but we were under contract with another company. He would graciously give us a dozen cookies when he left. They were great cookies and always welcome during a business day afternoon. He would come by every month, accept our rejection, and leave us those tasty cookies. We soon started calling him the Cookie ...
Get Maximum Influence, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
