Reciprocity occurs among individuals who are better at taking the perspective of the other in a negotiation,and can also be 'coached' by encouraging a negotiator to consider the views of the other party in their decision making.

Question

Quizplus · Accepted Answer

Reciprocity is often facilitated by individuals who have the ability to empathize and take the perspective of the other party in a negotiation. They are more likely to reciprocate positive actions or concessions made by the other side. Furthermore, research has shown that negotiators can be coached to incorporate reciprocal behavior in their decision making by encouraging them to consider the views and interests of the other party.

Reciprocity Occurs Among Individuals Who Are Better at Taking the Perspective