This week’s Deep Dive is all about reciprocity. How to earn it, how to use it, and what to do when it’s missing in action.
At its core, reciprocity is simple.
We mirror what we’re given. Act with generosity, and others often return the favour. Show aggression, and they’re likely to meet you there too. It’s not theory. It’s wiring.
When used deliberately, reciprocity is a powerful lever. Reciprocal negotiators tend to get better outcomes. Not just once, but over time. They build trust faster. They surface real issues sooner. And they leave the door open for long-term value.
But theres a ‘watch out’.
Not everyone plays fair. Offer too much, too soon, and the wrong counterpart will see it as weakness, not goodwill. That’s why reciprocity isn’t about being nice. It’s about being smart. You test with concessions. You use conditional language. You observe how they respond.
In relationship-driven industries, where a short-term win can sabotage long-term potential, reciprocity still matters. But only when used with care.
What’s inside this Deep Dive:
Why reciprocity works, and the psychology behind it.
How your behaviour in a negotiation acts as a signal, shaping the other person’s response.
What to do when the other side doesn’t reciprocate (hint: “if in doubt, both feet out”).
How to use early concessions as a strategic test, not a surrender.
The role of conditional language to trigger a reciprocal response.
How to read non-verbal signals such as tone, eye contact and body language to spot real intent.
What behaviour will you consciously model in your next negotiation? Knowing that what you put out there is very likely what you'll get back?
Read more on the Practice of Reciprocity at the Weekly Walkway here:
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