(…continued from last week)
The sixth type is the reciprocity persuader. Basically, this is the thought that when you give, you also will get back. When you help someone, you are more likely to have them there to help you when you need assistance with something. There is a feeling of obligation that gets created when you help out.
A major piece of putting this persuader to work, is to be the first person to give.
Here are some of the firsts that would benefit you to be the first doing them. For instance, to be the first to concede something if you’re in a negotiation. When you make concessions first, they owe you. Be the first to show co-operation. Be the first to lend a hand, that’s another. Be courteous first, and keep it up. When you do that, you basically put them in a position to do the same. Give them a gift or a bonus first. When you give up something or you give them something, they feel they owe you one. The feeling of having to reciprocate for what has been given is powerful. Read more »