Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


Tit-for-Tat: How to Influence with Reciprocation

Human beings are wired for fairness. If I do something for you, you will likely feel some obligation to return the favor. This tit for tat behavior is what psychologists call reciprocation. And it is a powerful way to influence people.

Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details

Influencing and Persuading
This video is part of course module number 2.6.1
Program 2: Manager as Communicator
Course 6: Influencing and Persuading
Section 1: Basics of Influence and Persuasion

Other videos in this section include:
🎬 The Good, The Bad, and The Ugly of Influence and Persuasion https://youtu.be/V6yNgVVCAl8
🎬 The Core of Influence & Persuasion: Ethos, Logos, and Pathos – Character, Reason, and Emotion https://youtu.be/GV0TGdhc1kw
🎬 Ethos: the Importance of Character in Influence & Persuasion https://youtu.be/QRlhd9hJm_s
🎬 Appearance Matters in Influence & Persuasion https://youtu.be/lSyAf9Htr7A
🎬 How to Influence by Making People Feel Good https://youtu.be/Ry7YVyCQE9c
🎬 How to Use Your Authority to Influence & Persuade https://youtu.be/NpiPqZYt0vM
🎬 How to Build Trust. And Why it Matters in Influence & Persuasion https://youtu.be/88UfnxnZWTc
🎬 How to Use Reason and Logic in Influence & Persuasion https://youtu.be/dzyu8ApJ-_c
🎬 How to Influence People by Appealing to their Emotion https://youtu.be/yOFsPPgrS30
🎬 Matching & Mirroring: How to Influence by Building Rapport https://youtu.be/DRR0P5Yidpw
🎬 KISS: Keep It Short & Simple when You Want to Influence & Persuade https://youtu.be/4mQZoX-wT28

= = LESSON NOTES = =
As a tool for influence, reciprocation can take a number of forms.
It can be highly transactional: ‘if you do this, I will do that’. This is about doing little deals.
But it can be more subtle. If I do you a small favor now, then a short while later ask you for a favor… You are now more likely to return the favor than if I had not done something for you.
In our course on motivation, we covered Equity Theory https://youtu.be/ksnCw96vg7M – we need to feel that we are getting a fair deal from any relationship.

Reciprocation Economy
Over the lifetime of a relationship, there will be many exchanges; a ‘reciprocation economy’.
1. Extend your network with new contacts
2. Get to know each of those contacts. Understand their needs & wants, and their capabilities & resources
3. Now, you can offer trades – in one of the three ‘units of exchange’
– Gifts
– Favors
– Concessions
4. They will be ready to reciprocate, when you need help. You have built up your deposits in the bank of influence
5. Now they will trust you enough to introduce you to some of their contacts.
And so, you grow your network and repeat the cycle.

= = RECOMMENDED EXERCISE = =
1. Review our video on Equity Theory https://youtu.be/ksnCw96vg7M
2. Plan out how you can make more deposits into your ‘bank of influence’. (2 MC CPD Points)
3. Over the next month, start building relationships and offering units of exchange (2 MC CPD Points)

= = DOWNLOADS = =
Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

= = RECOMMENDED READING = =
📖 My own book on Influence (introductory level)
– How to Influence in Any Situation (Brilliant Influence 2nd Ed) https://geni.us/dAS7
📖 Excellent books at a more advanced level
– Influence: Science and Practice (a classic) https://geni.us/DIX0kFL
– Influencer: The New Science of Leading Change https://geni.us/3nBJM
– The Influence Agenda (for Stakeholder Engagement) https://geni.us/InfAg
– Methods of Persuasion https://geni.us/EVYP
– Presuasion https://geni.us/aBZo0XO
– 5 Paths to Persuasion https://geni.us/Vg2vB

⭕️ Links to our book recommendations are affiliated through Amazon

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

= = MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS = =
You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 6 MC CPD points

00:00 – Tit-for-tat, Fairness, and Reciprocation
00:28 – Reciprocation can take a number of forms
00:45 – Small favors
01:20 – Fairness and Equity Theory: https://youtu.be/ksnCw96vg7M
01:35 – Reciprocation Economy
02:48 – Three units of exchange
03:00 – Gifts
03:31 – Favors
04:13 – Concessions
05:21 – A Reciprocation Economy – Summary

#influence #ManagementCourses #reciprocation

source

WIIFM? How to Use Self-interest to Influence and Persuade
Forgiveness: How to Get Forgiven
How to Change Someone’s Mind
Get a Favor: How to Get Someone to Help you or Do You a Favor
How to Win an Argument
Social Proof: Recruiting Support for Your Verbal Persuasion
Help them Persuade Themselves: the Influence of Questions
Persuasive Language: How to Influence with the Words You Choose
Rhetoric: The Golden Key to Verbal Persuasion
KISS: Keep It Short & Simple when You Want to Influence & Persuade
Matching & Mirroring: How to Influence by Building Rapport
How to Influence People by Appealing to their Emotion
How to Use Reason and Logic in Influence & Persuasion
How to Build Trust. And Why it Matters in Influence & Persuasion
How to Use Your Authority to Influence and Persuade
How to Influence by Making People Feel Good
Appearance Matters in Influence & Persuasion
Ethos: the Importance of Character in Influence & Persuasion
The Core of Influence & Persuasion: Ethos, Logos, and Pathos – Character, Reason, and Emotion
The Good, The Bad, and The Ugly: the Ethics of Influence and Persuasion

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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