A unique approach to business, process and human excellence.

According to several ‘ologies' (soci, psych, anthrop,) one of the most widespread norms in human culture is the rule of reciprocity - where one person tries to repay another person, even as a sense of future obligation.

This rule is extremely powerful - just think about the free sample domain.

Beware that reciprocation can sometimes prompt unequal exchanges where, in order to get rid of an unpleasant feeling of indebtedness, some people give away too much, too fast.

Tactical reciprocity can be useful during negotiation, where suggestion of an outrageous exchange is made - knowing it will be rejected -soon followed by acceptance of a lesser demand.

Coach's Tip! Avoid hurrying into a quick feel-good reciprocal fix. Accept favours in good faith and make your next move based on freedom of choice. Respond to your core value system rather than react to other people's expectations.

Best-selling author and Professor of Psychology Robert Cialdini has devoted many years to researching, social-scientific testing and writing about persuasion and influence. In his book ‘Influence', he cites six ‘Weapons of Influence' are known as Reciprocation, Commitment and Consistency, Social Proof, Liking, Scarcity, Authority.