Give and Take

It’s no secret than negotiating involves a lot of give and take. This includes the take and give of information. You’re revealing information about your needs and expectations while trying to gather information from the other side. The way that you give information can help foster goodwill and encourage the other side to reveal information that will help you reach the outcome that you want.
When we’re helping people learn how to negotiate better, we introduce the concept of the “nor, of reciprocity.” The rule reciprocation, which states that we should attempt to repay in kind what another person has given us, is the most compelling weapon of influence that humanity possesses. This is what makes us want to reciprocate when someone does something that’s helpful to us.