Reciprocity – You Scratch My Back – is so integral to the negotiating practice that many people overlook it as a tactic. You shouldn’t. It’s not a neutral process – you can turn it to your advantage and defend against dangerous ploys.
AKA: You Scratch My Back, Give and Take
Intent: One side makes a concession to pressure the other side to make a corresponding compromise.
Style: Should be Coll
aborative or Compromising – but sometimes can be quite Competitive. Also used by Accommodators – with limited success.
Counter: Offer a concession of your own of equal or lesser value. If you feel his concession was made in bad faith, you must call his bluff and demand a more significant move.
Combinations: Reciprocity is useful in “log-rolling” situations where you are trading concessions in different variables. Reciprocity is very important to relationship-builders.
Reciprocal concessions are at the heart of business negotiation. Weak negotiators answer and react – but successful negotiators use concessions to take the lead. They use concessions to control the pace and timing, to guide the negotiation in the strategic direction they want to move, and to build significant relationships. The key is planning. If you use the GOBLINS system , then you have already mapped out your agenda, variables, and valuations before you open your mouth. When the time comes to start trading proposals, you know how and when you will make concessions. Skill use of reciprocity is one of the only methods to force Avoiders to engage.
The keys to use of reciprocity as a tactic are: