Reciprocation

“Gifts are never free: they bind the giver and receiver in a loop of reciprocity.” — Marcel Mauss, sociologist and anthropologist

Key Ideas:

• Reciprocation is the desire most people feel to “pay back” for what they received. This is one of the most powerful psychological tendencies underlying human cooperation.
• The desire to reciprocate is not necessarily in proportion to the benefit provided.
• The more value you can provide upfront, the more likely it is that people will feel the need to reciprocate.
• Being generous is one of the best things you can do to build your Reputation and to improve your results as a salesperson.

Questions for Consideration:

• Are you providing value to others with no strings attached?
• Are you providing others the ability to reciprocate your gesture by offering you value in return?