Here is another article from our resident behavioral expert, Robin Dreeke.
Robin Dreeke, a 1992 graduate of the United States Naval Academy and former US Marine Corps Officer, has been studying interpersonal relations for the past 23 years of his government service. Through the use of non-verbal behavior; the Personal DISCernment Inventory, the Myers Briggs Type Indicator and personal anchoring, Robin has built highly effective tools for all aspects and stages of interpersonal communication. For the past thirteen+ years Robin has applied and taught his tools and techniques for the FBI as a member of the Counterintelligence Division’s elite Behavioral Analysis Program. Robin has combined all these tools and techniques and created a very unique, People Formula.
Today Robin is a recognized expert, author, and gifted lecturer, in the art of interpersonal communication. These skills are used every day in the areas of leadership, sales, human resources and all relationships both business and personal.
In article two he discusses…
Social Engineers Utilize the “Gift Giving” Technique
Gift giving is one of the most basic of human survival functions. From the time when humans were living in caves, we gave gifts in advance in hopes we would have the favor returned 
when we most needed it. Early hunter gatherer society’s routinely demonstrated gift giving for survival. A hunter would share his food with others after a good kill. The hunter was hopeful that should he have a bad hunt or become injured, his earlier generosity would be rewarded by a gift of food from another hunter that felt the need to reciprocate the original generosity (Burnham T. & Phelan J., 2001). Understanding that humans are genetically coded to reciprocate gift giving is a great advantage. A simple gift can be in the form of flattery or validation. A simple yet meaningful compliment, if delivered in a nonthreatening manner, can be an excellent gift. The individual often receiving the gift will have a compulsion to return the gift, most often with dialogue. An accomplished Social Engineer capitalizes on these human traits.
Background
John is a successful manager for a well known defense contractor. He is in his mid-40s, has two teenage children and has been married for 20 years. John lives a comfortable lifestyle in the suburbs of an East coast metropolitan area. John is a friendly, outgoing individual who enjoys meeting new people. John is also known as an “idea guy”, always thinking of new ways of doing things and the future. John’s personality, coupled with his sharp ideas, generally has him traveling the country on behalf of his company. John typically represents his company with existing and prospective clients.
Steve is a former military officer who has spent most of his professional career interviewing and developing human sources for the purpose of overseas force protection. Following his career with the military, he was able to re-frame his skills to that of a Social Engineer. He currently works with a number of clients as a corporate intelligence gatherer. His job is to identify individuals with access to confidential company information and elicit the same. He also is able to ascertain security passwords and protocols when necessary.
Situation
Building the Desire to Reciprocate a Favor:
John was preparing to travel to a large conference that he was asked to attend on behalf of his company. While at the conference, he is going to be meeting with a prospective client that his company has recently made an open contract bid for. John made his flight arrangements and hotel accommodations. He was planning on staying at the host hotel for the conference. The meetings with the prospective client were very close to the conference venue.
