The HBR Guides Collection (8 Books) (HBR Guide Series)

Managing Across

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while giving him “reputation points” with Gunning’s con-

tacts. Thus, his offer created the purest form of reciproc-

ity; if Gunning attended the meetings, Clendenin would

never have to explicitly request a quid pro quo.

Reciprocity involves considering ways that you can im-

mediately fulfi ll a rival’s need or reduce a pain point. Live

up to your end of the bargain fi rst, but fi gure out a way to

ensure a return from your rival without the person’s feel-

ing that pressure. Another example comes from Brian’s col-

league Adam Galinsky, who advises leaders in contentious

restructurings and business closings to generate goodwill

among outgoing employees by offering professional refer-

ences or placements at other companies as long as ...