By signaling their willingness to share information about their interests,but not their BATNA,a negotiator can capitalize on the powerful principle of reciprocity.Which of the following situations best illustrates the reciprocity principle?

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The reciprocity principle is the idea that when someone does something for us, we feel obligated to do something for them in return. In this situation, the car salesman shared personal information about himself, which was reciprocated by the customer sharing personal information about himself. This exchange creates a sense of obligation to continue the interaction and potentially make a purchase. The other options do not demonstrate clear examples of reciprocity.

By Signaling Their Willingness to Share Information About Their Interests,but