Reciprocity Principle

One concept. Four tiers of command. Which do you speak?

Category: Psychology

Foundational Lexiconyou owe me
Executive Parlanceobligation creation
Scholarly Discourseexchange normativity
Babel ZenithReciprocity
Origin: Robert Cialdini

Etymology & Meaning

People feel obligated to return favors.

In the Boardroom

Giving free value before asking for a sale.

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