People Repay What They're Given
Reciprocity is one of the most reliable forces in any negotiation: give someone something — a concession, a piece of information, a favour — and they feel a real, often unconscious pull to give something back. Used honestly, it's not manipulation; it's just how trust gets built one exchange at a time.
Offer First, on Purpose
- Give a small, genuine concession early, before asking for anything in return.
- Make the gesture visible — an unnoticed concession can't be reciprocated.
- Ask for something proportionate back, not something far bigger than what you gave.
Small Moves Open Bigger Doors
The negotiators who get the most aren't always the ones who ask for the most — often, they're the ones who gave first.
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