Whiteboard Wednesday: Reciprocity

Reciprocity is a basic psychological principle that states when you do something nice for someone else, they feel the need to do something nice for you as well. In negotiations, this can be a powerful tool. Often, making an initial compromise that may not be as ideal ends up gaining much more ground in the long run.

This week’s Whiteboard Wednesday will explore the concept of reciprocity in more detail and look at the best tactics for putting it into use that allow both parties to come to a mutually beneficial agreement.