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Team Leadership: 20 Proven Tools for Success by Glenn Parker

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THE LAW

OF RECIPROCITY

This “law”means to give and take mutually; to return in kind or even in another kind or degree. Colloquially, we often use the expression “I’ll scratch your back if you scratch mine” to mean the same thing. The law of reciprocity simply means that when someone gives you something you feel an obligation to give back. Team leaders use this law when they must lead by influence.

Giving and receiving favors is an implicit assumption in most of our relationships. When someone does something for you, they implicitly expect that when the circumstance is right, you will do something of approximately equal value for them. The expectation may never be discussed openly but nonetheless it exists, and affects negotiations and relationships. ...

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