Initiate reciprocation or exchange


show more Initiate reciprocation or exchange provides you with in-depth training on Business. Taught by John Ullmen as part of the Influencing Others show less
image
lynda.com's PMI® Program
This course qualifies for 1.25 PDUs towards maintaining PMI® certification. Learn More
please wait ...

Initiate reciprocation or exchange

The eighth method is Initiate reciprocation. Ivan Misner, founder and CEO of BNI, the largest business networking organization in the world said this. The best way to get what you want is to help others get what they want. Reciprocation operates most strongly when favors have these qualities. One, they're personalized, clearly given for that particular individual. Two, they're meaningful. Worthwhile in some way, even symbolically, to the recipient. Three, they're unexpected.

They weren't solicited and no payback is required. A study explored the effect on tips for restaurant servers leaving mints for patrons at the end of a meal. When servers left one mint compared to no mints, tips increased by 3.3%. Two mints,14.4%. Now that's a big jump. But when that third factor of unexpected was accentuated, by giving the first mint, then turning away. And coming back to give the second mint, tips increased almost 10% more to 23%.

This highlights that favors don't have to be large, time con...

Initiate reciprocation or exchange
Video duration: 1m 40s 1h 21m Intermediate

Viewers:

Initiate reciprocation or exchange provides you with in-depth training on Business. Taught by John Ullmen as part of the Influencing Others

Subject:
Business
Author:
please wait ...