How can you use reciprocity to negotiate better deals?

3 Authority

Authority is the principle that people tend to follow the advice, the recommendations, or the commands of experts, leaders, or credible sources. This creates a sense of trust and respect that can be leveraged in negotiation. For example, you can demonstrate your expertise, your credentials, or your reputation in your field, and then provide evidence, data, or testimonials to support your claims. Alternatively, you can cite the opinions, the endorsements, or the actions of other authorities, such as industry leaders, celebrities, or influencers, and then align your offer with their views.

4 Consistency

Consistency is the principle that people tend to act in ways that are congruent with their previous commitments, statements, or beliefs. This creates a sense of integrity and reliability that can be leveraged in negotiation. For example, you can ask the other party to make a small, voluntary, or public commitment to your offer, such as signing a letter of intent, making a deposit, or sharing a positive feedback, and then ask them to follow through with a larger, binding, or final agreement. Alternatively, you can remind the other party of their existing commitments, statements, or beliefs, and then show how your offer is consistent with them.

5 Liking

Liking is the principle that people tend to agree with, cooperate with, or buy from those they like, trust, or relate to. This creates a sense of rapport and affinity that can be leveraged in negotiation. For example, you can build a relationship with the other party, by finding common ground, expressing appreciation, or giving compliments, and then appeal to their emotions, values, or interests. Alternatively, you can use social proof, such as referrals, ratings, or reviews, to show that others like, trust, or relate to you and your offer.

6 Consensus

Consensus is the principle that people tend to follow the behavior, the norms, or the trends of the majority, the peers, or the crowd. This creates a sense of conformity and validation that can be leveraged in negotiation. For example, you can show the other party that your offer is popular, accepted, or successful among others, such as customers, competitors, or experts, and then suggest that they join the bandwagon, avoid the regret, or seize the opportunity. Alternatively, you can use contrast, such as comparisons, alternatives, or scenarios, to show the other party how your offer is better, different, or preferable than others.