Perhaps you have felt the need to help somebody who has helped you previously? This is known as the law of reciprocity. It is one of the many persuasion techniques you need to use to influence others.
Please keep reading to take a peek at how it works and how to use it correctly.
Law Of Reciprocity
Persuasion by reciprocation is based on the law of reciprocity. It’s considered by many to be probably the most powerful law of human nature. It states that,
“Should you something nice for me I’ll take action nice for you. Personally i think obligated to reciprocate.”
For example, if we venture out to lunch and I pick up the bill, you typically offer to cover it next time. The next time we venture out to lunch, you insist on spending money on the bill.
There are different types of reciprocation which I will explain below.
Emotional reciprocation is where you make people feel good. Saying things like,
Whenever you say anything that causes visitors to feel better about themselves, they certainly have a strong unconscious need to reciprocate.
Material Or Financial Reciprocation
A different type of reciprocation is known as material or financial reciprocation. An example is when you take physical action for someone, such as helping them move or lending them your lawnmower, they want to pay you back by reciprocating in some way.
We’ve got a strong psychological must be despite others. In case a person does something for you. We feel a want to get even by doing something nice in return.
The reverse is also true in that if you do something that hurts others, they will also want to hurt you back, so be careful with that.
Look For Opportunities To Do Things For Others
The starting place of the law of reciprocity is to complete things for others. Something as simple as opening the door for someone or getting someone to sit down elsewhere is a very powerful technique that you need to use to cause visitors to like you and feel obligated to you.
The Socratic Method
The Socratic Method means, asking plenty of questions. The more questions you ask of another individual and listen closely to the answers, the more the individual will require from you and be more ready to accept being influenced by you.
The more questions you ask throughout a negotiation, the more open you appear to seeing things from another person’s point of view. You will discover that they could be more reasonable as well. They’ll follow the law of reciprocity.
How To Deal With Negotiation Disagreements
Whenever there is a disagreement in a negotiation, with some pushback or disagreement, return to it. Delay any part of the negotiation aside, carry on through the rest of the agreement, and then, when everything has settled, return to the other issues.
It’s quite simple to agree quickly. Even though you have no issues with the particular issue in the negotiation, go slowly through it. The slower you go, the more strength you can have down the road whenever you arrive at conditions of greater importance.
Always consider how an agreement may affect any SMART Goals for your organization or personal agenda – both short and long term.
Using The Word “Fair”
Pushing the fairness button in a negotiation may also offer you leverage. Utilize the word “fair” over and over again. They have discovered that in television debates, especially in politics, the politician who uses the word fair if they say things like,
Ask For Something In Return
In negotiating, always request something in return. If you do not request something in turn, soon those people will ask things from you and not reciprocate at all.
“Price” And “Terms” Are Different
As one last point to remember, in negotiating, you can pay nearly every price for something if you can name the terms.
I have discovered this tactic particularly useful when writing and publishing books that involve distributors, printers and publishers, etc.
A great negotiator once said, “I’ll pay you $1,000 for that gold pen in your pocket, even though you only paid $250 for it, so long as I will name the terms.”
The terms were that every time I pass you on the road in New York on a Wednesday, I provide you with $1 before thousand dollars is paid, with no interest.
Therefore, you can consent to an increased price as long as you can negotiate and consent to terms that can be much more favorable to you.
There are numerous approaches to leverage reciprocity to get what you would like in life. Generally, anyone interested in learning how exactly to be successful may benefit from studying such persuasion techniques. Additionally, you will want to learn exactly about the Pareto Principle, which explains how 80 percent of results are from 20 percent of the effort.