Have you ever felt obliged to do something for someone to repay her for her efforts? Maybe you sent a thank-you card to a great aunt for that fruitcake. That time when you tipped at a restaurant when grabbing takeout. Someone held a door for you and you hurried through, trying to not waste his time.
Obligation goes beyond wanting to do something. You feel like you have to do something. This is reciprocity. You might call it tit-for-tat.
We recently covered anchoring, setting a large opening bid to help sway a negotiation towards that anchor. Reciprocity is almost the opposite.
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