Reciprocation — The Basics of Reciprocity
Sir Isaac Newton introduces the laws of motion.
1. “A body continues to maintain its state of rest or of uniform motion unless acted upon by an external unbalanced force.”
2. “A body continues to maintain its state of rest or of uniform motion unless acted upon by an external unbalanced force.”
3. “To every action there is an equal and opposite reaction.”
Number 3 is commonly referred to as the Law of Reciprocation. While this is a scientific law it has a basic form in the human psyche.
Reciprocation can take many forms. It is a driver in the force of sales and marketing. It literally engulfs our social culture with idioms like:
• What goes around comes around
• You get what you give
• Do unto others as you would have them do unto you
• You reap what you sow
• Be a good neighbor
• Pay it forward
The point is, this is a fundamental law in our society and we need to understand it and its affect in our life and business. In fact, if someone violates this set of laws we are offended.
There are 5 areas of reciprocation that we will investigate.
• Social reciprocation
• Financial reciprocation
• Power reciprocation
• Value reciprocation
• Negative reciprocation
Social reciprocation refers to the situation where you give, compliment or offer something to someone and they then attempt to repay the debt.
• Give some positive feedback. A simple compliment about a person can change the mood of a negotiation or sales situation.
• Give to a worthwhile cause.
• Give others a cause to hope.
Financial reciprocation refers to the idea that what value you bring to the market you will extract from the market in monetary form.
Jay Leno tells the story of when he started his career in working at a dealership. He was not hired but started working. When the supervisor then tried to fire him, everybody at the shop was unwilling to let the supervisor fire him because he was providing so much value.
Jim Rohn the famous philosopher says that the more value you bring to the market, the more money the market will pay for your services.
The bottom line in this form of reciprocation is that it is in direct proportion to the value the market feels that you have brought to it.
Power reciprocation is what you distribute in credits will be returned to you in like form.
Many politicians seek to form alliances and joint ventures that will lead to reciprocation in the form of power. C level executives in many companies seek to create similar alliances to aid in the ability to compete in the marketplace as well.
Power reciprocation is probably the most under-rated but critical tool in the ability of companies, politicians and countries to move their particular agendas forward.
Value reciprocation is the unique phenomenon whereby people tend to reciprocate to a large extent a larger value than was initially given.
Through the ages a simple compliment is reciprocated with gushing praise. Value reciprocation is also used extensively in the sales process. Consider how often you are offered a soda or coffee in a situation where you are purchasing an immensely expensive item, like a car or a house.
Overall, value reciprocation is a powerful tool that you can use in the process of your business.
However, value reciprocation can be used in social settings as well.
Negative reciprocation can be just as powerful. Although infinitely less desirable, negative reciprocation can occur when you engage in an activity on purpose or by accident that creates a negative outcome or feelings.
Reciprocity initially takes its form first in a psychological debt. Where the debtor feels as though they must repay the debt. Sometimes the debtor will go to great lengths to repay and may repay in a greater form than was originally given. However, if the debt isn’t repaid in a socially acceptable timeframe, the debtor may experience a physiological form of reciprocation anxiety. Where he or she may even experience shaking or sweating until the debt is repaid or forgiven.
In the sales industry reciprocation is used commonly. Water, soda or coffee offered in a sales situation is a fundamental technique used. However, pens and other advertising specialties are used all the time.
The major thing to keep in mind is that all of these techniques can be mastered and manipulated to your advantage. Learn how to best use reciprocation in your industry to perfect your earnings and leverage.
Rob Wheeler.
This article on “reciprocation-the basics of reciprocity” pulled the curtains off the door….what’s underneath ain’t so pretty, but it’s real. This is a basic factor in all relationships, even if we don’t realize it in our actions. We always place an extra item in with our Ebay shipments, and in reality we realize they may not give us bad feedback if they like us! It has worked!
Wonderful! You are just! Thank you for bringing out this idea of Reciprocation. I actually never thought of this in detail which affects our daily life, although we read about the Newton’s Law Motion.
very nice article.it describes about basic of reciprocity .
yes i agree there should be a opposite reaction for every
action
Reciprocation — The Basics of Reciprocity, In point of view we can say that the more value of money you bring to the market , lots of money market will pay for our services.
I think it becomes more easy to remember things when they are told with scientific facts. And Wheeler has succeeded in that..You have taught many techniques very easily in this post.
This article is introducing Action of Reciprocation.yes i agree this is very nice article.I actually forgot this laws thanks to robert wheeeler onceagain remember is laws.yes, To every action there is an equal and opposite reaction.These are the basic fundamentals which affect our dailylife so don’t forget everyone
thanks to post robert wheeler.