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Reciprocity Norm

The reciprocity norm is the widely held social expectation that people should return favors, concessions, and treatment in kind. You will learn how this norm can be used deliberately in negotiation, where a small concession creates pressure for a concession in return.

Chief Galen Tyrol Video

Cialdini on Reciprocity: Small Concessions That Demand a Return

Cialdini himself explains the reciprocity norm and how a deliberate small concession in negotiation creates social pressure for the other party to concede in kind.