The debt incured, the compliance professional seeks to manipulate us to reciprocate in a manner than reeps a net benefit to him or her. Reciprocal concession is the act of asking for something that could not reasonably be expected and then agreeing to take less. Again, the net gain goes to the compliance artist. It is normal to strive to be consistent. We are likely to comply when we believe someone someone to be an authority.
Authority can provide a shortcut to decision -making.
If we accept someone as an authority, and that person advocates certain behaviors, then we do not have to go through what might otherwise be a difficult decision-making process. There is nothing inherently wrong with shortcuts, he argues. The problem comes when something causes the normally trustworthy cues to counsel us poorly. We can almost be certain that compliance professional will not act contrary to his or her interests. My sense is that he is not.