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There are many tools that may be used when negotiating agreements. Also there are many tools that influence the way individuals view and spend their money. Often at times individuals are not aware of these psychological influences acting upon them. It is important to recognize these mental influences and make an effort to control them. When negotiating there is an idea of reciprocity that seems to affect the way individuals make decisions regarding favors and purchases involving other individuals. When analyzing financial decisions, mental accounting, and overconfidence seem to play a major role in the transaction. An understanding of these three terms will provide opportunities for better negotiating and financial decision making. The reciprocation rule states that we should try to repay, in kind, what another person has provided us (Cialdini, 17). The rule also states that we are obligated to the future repayment of favors, gifts, invitations, and like, provided these favors, gifts, invitations, were delivered to us. One sociologist, Alvin Gouldner state, “there is no human society that doesn’t subscribe to the rule of reciprocity” (Cialdini, 18). This means everyone in the world is influenced by this rule no matter culture, race, gender, and age. A favor for a favor is a motto that has been used for quite some time; this motto arises based on the rule of reciprocation. Reciprocity promotes a future obligation to repay the favor that was provided to you. Feeling of future obligation made an enormous difference in human social evolution, because it meant that one person could give something to another with confidence it won’t be lost. It helped to encourage trust between individuals and strengthen relationships. For instance, there have been numerous times at work, where I have helped individuals with their projects so they could meet deadlines. These individuals aren’t a part of my team, and I don’t need to help them. But I realize that one day should I ever need there help, they would provide it to be based on the feeling of obligation created by the reciprocity rule. The reciprocity rule relates to, but is more powerful than the liking principle. The liking principle states we most prefer to say yes to the requests of someone we know and like (Cialdini, 167). Thus, we do are more apt to do favors for individuals we like. A characteristic of the reciprocity rule is that it overpowers the liking principle. The rule of obligation will cause individuals to do a favor for someone whether they like that person or not. Businesses also use reciprocity in order to push products into individual’s homes. For instance free samples sent in the mail, or gifts sent by manufacturers/charities help to form an obligation that now the consumer will now feel to the manufacturer. Thus, now the consumer will go out and purchase the product, or donate to the charity. Another characteristic of the reciprocity rule is that it enforces uninvited/unwanted gifts. The requirement to repay constitutes the core of the reciprocity rule, but it’s the obligation to receive that makes the rule so easy to utilize. The reciprocation rule brings about a mutual concession in two ways: 1) It pressures the recipient of an already made concession to respond in kind; 2) The obligation to reciprocate a concession encourages the creation of socially attractive arrangements by guaranteeing that anyone looking to start such an deal will not be exploited. The reciprocation rule also ties into the concept of rejection-then-retreat.
Approximate Word count = 2299
Approximate Pages = 9.2
(250 words per page double spaced)
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