The reciprocity principle can be turned to one's favor by using it in bargaining. In order to do this, one must __________.

Question

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Giving a small concession can create a feeling of obligation in the other member of the transaction, causing them to feel like they need to reciprocate and make a concession in return. This can be a useful bargaining strategy to use the reciprocity principle to one's favor. Standing firm or giving large concessions may not be effective strategies in this situation. Giving a small concession to make the other bargainer feel small is not a productive or ethical strategy in bargaining.

The Reciprocity Principle Can Be Turned to One's Favor by Using