The Rule of Reciprocity in Negotiation

The rule of reciprocity describes the tendency of people to respond to a received benefit with a return gesture. When someone gives us something or does us a favour, we often feel an implicit obligation to reciprocate with something of comparable value. In negotiations, this principle can be applied by offering concessions, assistance, or additional value in a deliberate way, thereby increasing the likelihood that the other party will respond with concessions of their own. The reciprocity rule is one of the fundamental influence mechanisms in negotiation and persuasion contexts. https://www.hawkins-consulting.com