The rule of reciprocation, which states that we should attempt to repay in kind what another person has given us, is the most compelling weapon of influence that humanity possess. The exceptionally regarded archaeologist, Richard Leakey credits our holding fast to the reciprocity system as the crux in defining our humanity. Leakey asserts we are human as a consequence of our forebears learning to share food and skills in an honoured network of obligation (indebtedness).
The significance of future obligation within the rule allows the creation of assorted types of ongoing relationships, dealings, and exchanges that are useful to human society. As a result, all members of societies are instructed to abide by the rule or undergo social condemnation.
In negotiations the adoption of this rule is crucial. Reciprocity is at the core of the reject-then-retreat and door-in-the-face techniques, and strongly depends on the pressure to reciprocate concessions. The reasoning is that by beginning with an extreme request that will probably be rejected, the negotiator can then back track to a lesser demand that is preferable. The lesser demand is then more likely to be accepted, as it appears to be a concession. Not only does this method enhance the possibility of a person replying in the affirmative to a request, but it also profoundly raises the possibility that the person will follow through with the agreement, and to later accept such requests once again.
Regrettably we frequently lessen the benefits of the reciprocation rule when we have performed something for another persons. Afterwards, they thank us, and we reply by saying: " Don't mention it!" To access the benefit of the rule, what we should really be saying is: "I know that if I need your support you will be there for me". This registers a future obligation that does not decay over time.
Another error that is often made concerns the manner in how we respond when a person says no to a request we make. As we normally perceive a negative response as a rejection, we are instinctively motivated to walk away from the negotiation. The most practical response is not to retreat from the negotiation, but rather to retreat within the negotiation. Where we not to walk away from the negotiation (retreating from the negotiation), but instead made a concession (retreating within the negotiation), we would not be wasting the law of reciprocation. The result would be to put the onus on the other party to reciprocate our concession.
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FAQs
The rule of reciprocation, which states that we should attempt to repay in kind what another person has given us, is the most compelling weapon of influence that humanity possess.
What are the 4 principles of negotiation Harvard? ›
(1) Separate the process of inventing options from the act of judging them; (2) Broaden the options on the table rather than only look for a single solution; (3) Search for mutual gains; and (4) Invent ways of making decisions easy.
What is the law of liking? ›
According to the liking principle, we are more likely to be persuaded by people we like and those we want to be like. Put differently: the more you like someone the more likely you are to say yes to them. The liking principle is one of the key principles of marketing psychology and principles of persuasion.
What are the four basic points of principle-centered negotiations? ›
There are four main elements of principled negotiation:
- Separate the people from the problem. ...
- Focus on interests, not positions. ...
- Invent options for mutual gain. ...
- Insist on using objective criteria.
The norm of reciprocity (sometimes referred to as the rule of reciprocity) is a social norm where, if someone does something for you, you then feel obligated to return the favor. 1. If someone talks about something being a two-way street or give-and-take, these are other words and phrases for reciprocity.
What are the 3 main points for reciprocity? ›
Marshall Sahlins, an American cultural anthropologist, identified three main types of reciprocity (generalized, balanced and negative) in the book Stone Age Economics (1972).
What are the 3 C's of negotiation? ›
Most people know intuitively that if they are to be convincing, they need to be confident, and if they are to be confident, they need to be comfortable (comfortable, confident, and convincing are what I term the three C's of negotiation).
What are the 4 golden rules of negotiation? ›
These golden rules: Never Sell; Build Trust; Come from a Position of Strength; and Know When to Walk Away should allow you as a seller to avoid negotiating as much as possible and win.
What are the 4 C's of negotiation? ›
The 4 C negotiation strategy is an approach that aims to create a solid and lasting customer relationship while maximizing the results of a commercial negotiation. This method is based on four essential pillars to conduct an effective negotiation: Contact, Know, Convince, Conclude.
What is an example of reciprocity persuasion? ›
Take for example going out for a beer with friends. If someone buys you a drink, the most natural thing to say is “Thanks, I'll get the next one!” (Unless you're that guy…) or if someone comes to help you move house, you definitely feel like you owe them then.
The scarcity principle states that you value something more if it is scarce. Robert B. Cialdini in his textbook, Influence: The Psychology of Persuasion, defines it this way: “Opportunities seem more valuable to us when their availability is limited.”
What is the social proof principle of persuasion? ›
According to the social proof principle, humans are heavily influenced by the actions of others. When attempting to influence others, social proof can be a highly effective tool. The opinion of "the many" can help change the mind of an individual, especially if the many are similar in some way to the individual.
What does zopa mean? ›
A zone of possible agreement (ZOPA) is a bargaining range in an area where two or more negotiating parties may find common ground.
What are the 3 P's of negotiation? ›
Parties may not always reach their desired outcomes, but successful negotiations involve the same basic principles: preparation, persistence, and patience. No matter what industry you're in, the ability to negotiate effectively is one of the most valuable skills, and it begins with these three principles.
What are the 5 pillars of negotiation? ›
Based on his professional experience and academic background, he created a methodology based on five pillars: posture, preparation, communication, tactics and emotions.
What is the golden rule of reciprocity? ›
The Golden Rule is the principle of treating others as one would want to be treated by them. It is sometimes called an ethics of reciprocity, meaning that you should reciprocate to others how you would like them to treat you (not necessarily how they actually treat you).
What is the reciprocity obligation rule? ›
In law, a reciprocal obligation, also known as a reciprocal agreement is a duty owed by one individual to another and vice versa. It is a type of agreement that bears upon or binds two parties in an equal manner.
What is the rule of reciprocity and why is it so powerful? ›
We live in a world where we are taught to treat others as we would like to be treated, to do unto others as others would do unto us. Humans have a tendency to feel it necessary to repay or reciprocate when given a gift, be it a material item, a kind deed, or a generous act.
What is the reciprocity approach? ›
Reciprocity means that people reward kind actions and punish unkind ones. The theory takes into account that people evaluate the kindness of an action not only by its consequences but also by the intention underlying this action.
