Benefitting from Reciprocity in Negotiation

Reciprocity does not come cheap. Invitations to reciprocate work best if they are based on an intentional act of true generosity. What is considered to be kind or fair and thus worthy of reciprocation depends on the specific context in which a negotiation takes place. One of the most important features of the context determining fairness reference points is whether or not social comparisons are possible. What may seem to be a stingy offer in isolation, can be perceived as fair when compared to comparable offers.