BOSTON (Reuters) - Positioning your offers of help as an equitable process of give and take will increase the chances it will be reciprocated, says Harvard Business Review.
The Management Tip of the Day offers quick, practical management tips and ideas from Harvard Business Review and HBR.org (www.hbr.org). Any opinions expressed are not endorsed by Reuters.
“It’s well known that reciprocation is an important motivator for people. You are more likely to invite someone to your party if you’ve been invited to his. People are often persuaded to make donations when charities send them gifts.
Understanding this principle can help you effectively network, build trusting relationships, and develop your ability to influence others. The first step is to give.
Don’t provide help with an expectation of an immediate return. Instead, highlight your assistance. Say ‘Happy to help — I know you would do the same for me.’
By positioning your help as a natural and equitable process of give and take, you increase the chances it will be reciprocated in the future.”
-Today’s management tip was adapted from “Seize the Persuasive Moment after ‘Thank You’” by Steve Martin.