The Power of Reciprocity
What is the “norm of reciprocity”?
The social rule that people should return favors or concessions given to them by others.
Giving your negotiation partner information they value can create what kind of response?
A reciprocal exchange — they’re more likely to share useful information in return
What does persistence mean in the context of negotiation?
The amount of effort put in and the ability to sustain effort over time.
What does SMART stand for in goal setting?
Specific, Measurable, Attainable, Relevant, Time-bound.
Why is reciprocity important in negotiation?
Because it builds trust and cooperation, encouraging both sides to make concessions.
In negotiation, what does “logrolling” mean?
It means trading issues of unequal importance so both sides get something they value more
Why does negotiation require persistence?
Because reaching an agreement often takes time, effort, and continued motivation.
Why do vague goals like “do my best” fail to motivate persistence?
Because they lack clear direction and measurable benchmarks.
When you give your counterpart a small concession first, what effect does it usually have?
They feel pressure to reciprocate with a concession of their own.
If you concede first on a minor issue, what are you strategically encouraging?
The other side to reciprocate with a concession on something more important.
According to goal-setting theory, what drives persistence in negotiators?
The gap between current outcomes and desired goals — dissatisfaction fuels effort.
What concept describes believing in your ability to reach a goal successfully?
Self-efficacy.
What risk comes from using reciprocity purely as a manipulation tactic?
It can damage trust if the other party realizes the gesture wasn’t genuine.
How does showing flexibility in one part of a negotiation encourage reciprocity?
It signals cooperation, making the other side more likely to respond with their own compromise.
What’s the difference between intrinsic and extrinsic motivation in persistence?
Intrinsic motivation comes from enjoyment or fulfillment in negotiating; extrinsic comes from external rewards like money or promotion.
Why is it motivating to participate in setting your own goals?
It creates ownership and consistency between beliefs and actions, increasing commitment
A negotiator starts by offering helpful information or a small concession. Why does this often make the other side more likely to agree later on?
Because reciprocity triggers a sense of obligation to “return the favor,” making the other side more open to future requests or concessions.
What’s one way reciprocity can backfire in negotiation?
If you over-concede early, it can set expectations for further concessions instead of reciprocity
Why does being persistent help you in a negotiation?
Because the longer you keep negotiating, the more expensive it becomes for the other person to wait, so they are more likely to agree.
How does making your goal public boost persistence
Public goals increase accountability and the desire to avoid losing face, driving stronger effort.