Negotiation

Reciprocity- give stuff unconditionally to others

October 8, 2006

Reciprocity as described by Robert Cialdini is the art of giving things unconditionally for nothing. In sales this is very important and very effective. This week Sally and I test drove a Nissan X-trail, the sales person Rob was not typically a car sales person type. He was helpful, genuinely interested in us and not trying to close the sale at every opportunity. I used the negotiating tactic of emailing the salesman after the meeting to try and find out their true bottom line – but in Rob’s case this wasn’t necessary. Unfortunately having test driven the car, and despite its great feel we have decided not to buy it. However NIssan have sent us a digital camera as a thank you for test driving the car. This is straight out of Cialdini’s research – if you give something for nothing – then the other person will feel they owe you something in return. The value of the debt has no relationship to the value of what was given to you. This is why charity’s send you coins and a donation form.

Two points for consideration here

1 – Give your clients stuff- unconditionally
2 – If a salesperson isn’t listening and just trying to use sales closing techniques on you – get their email address and email them with your buying walk away position. I have done this twice with my local Lexus garage and it works every time.

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