How can a skilful use of the reciprocity principle contribute to an organization’s staying power?
Reciprocity is a potent force in business — and in fact, in all arenas in life. Let me give you an example from the restaurant business, a setting that is familiar to all of us. At the end of the meal, if the waiter includes a mint with the bill, the tip goes up on average 3.3 per cent. If the waiter includes two mints per each diner, something unexpected happens: the tip goes up 14 per cent. This isn’t just about restaurants, it’s about the way our minds work. In all interactions, people tend to want to give back to those who have first given to them. For example, if you want a deeper or more personal interaction with your colleagues, you should share some personal information about yourself. If you want a better attitude or more trust in the workplace, demonstrate those qualities and they will come back to you. The same rules of reciprocity that exist in normal human relationships also pertain to business. By making use of them, we can build profitable partnerships, alliances and al
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- How can a skilful use of the reciprocity principle contribute to an organization’s staying power?
