Negotiators can capitalize on the reciprocity principle by ________.

Question

Quizplus · Accepted Answer

The reciprocity principle states that when one party makes a concession, the other party is likely to reciprocate by making a concession of their own. By sharing information about their interests, both parties are more likely to make concessions and come to a mutually beneficial agreement. Keeping high or low aspiration points may not necessarily lead to reciprocity and may even hinder negotiation progress, and hiding reservation points may be considered manipulative and dishonest.

Negotiators Can Capitalize on the Reciprocity Principle by ________