From the course: Influencing Others

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Reciprocity

Reciprocity

From the course: Influencing Others

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Reciprocity

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- 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 pay-back 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 consuming, or expensive. It's the structure of…

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