Скачать или смотреть 112: The Rule of Reciprocation - Jeff Heggie Daily Success Strategies

Jeff Heggie Daily Success Strategies
112: The Rule of Reciprocation
www.JeffHeggie.com

The Rule of Reciprocation - we should try to repay, in kind, what another person has provided us.
• The obligation to the future repayment of favors, gifts, invitations, and the like.


A small initial favor can produce a sense of obligation to agree to a substantially larger return favor (an unfair advantage for someone who may want to exploit the rule)
• Why can a small first favor often stimulate a larger return favor?
• Feeling of indebtedness that we want to remove

A person who violates the reciprocity rule by accepting without attempting to return is often actively disliked by a social group

Negotiations
• Small concessions
• A good negotiator is one who’s initial position is big exaggerated enough to allow for a series of reciprocal concessions with will get a desirable final offer from the other side (Too big, illegitimate from the start)