Reciprocity [Context: Obligation]

The Basics

• The rule of reciprocity requires that one person try to repay, in kind, what another person has provided

• Supports the giving of favors since repayment is expected from the recipient

• Sense of future obligation makes it possible to develop continuing relationships, transactions, and exchanges in society

• Members of society are trained from childhood to abide by the reciprocity rule or suffer social disapproval

• Rule can apply to uninvited exchanges – when exploited, others can reduce our ability to freely decide, and thus, lead us to react automatically

• Rule can spur unequal exchanges – individuals may agree to perform a substantially larger favor in return for an initial, small one

• Principle also applies to making concessions – you may reciprocate a concession if the other party seems to make one

• Ex. "Door-in-the-face" – relies on persuader making an outrageous, extreme request first, then conceding to a comparatively small request (one desired all along) that will likely be accepted because it appears to make a concession

• Also increases the likelihood person will agree to future requests

Reject initial offers, favors, concessions; redefine them as tricks and no longer feel obligated to respond reciprocally, unless you know the other person and can trust that the initial favor is given meaningfully.

©2006-2016, Philip G. Zimbardo