Molly had a presentation in two hours when her color printer suddenly malfunctioned.

“Why don’t you ask Jannet in the marketing department to borrow hers?” a friend suggested.

Molly hesitated. “Jannet’s very territorial. She insists the printer is for marketing use only.”

“Ask her anyway,” the friend encouraged.

Molly approached Jannet and politely requested to use the color printer. Jannet replied firmly, “Our printer is reserved for marketing. Try accounting—they have one too.”

Undeterred, Molly explained that the presentation was critical and could help secure a new account for the company. After a moment of consideration, Jannet relented. “Alright,” she said. “You can use it this one time.”

Later, Molly noticed a shift—Jannet seemed warmer, more cooperative, even friendly. This change reflects the Franklin Effect: when someone does you a favor, they often grow fonder of you. Benjamin Franklin described asking a political rival to lend him a rare book. After returning it, the rival became noticeably more cordial and supportive.

Psychological studies have confirmed this phenomenon. When individuals persuade reluctant counterparts to perform a small favor, it often leads to increased goodwill and stronger interpersonal connections. Asking for help, especially from those who seem resistant, can be a powerful tool for building trust and increasing influence.