How can you use reciprocity to persuade stakeholders to contribute?

1 What is reciprocity and why does it work?

Reciprocity is a social norm that influences human behavior and decision-making. It means that when someone does something nice for us, we feel a sense of obligation to do something nice for them in return. This creates a cycle of mutual exchange and cooperation, which can strengthen relationships and trust. Reciprocity works because it appeals to our sense of fairness, gratitude, and reputation. We don't want to feel indebted or ungrateful to someone who helped us, and we don't want to look bad or selfish in front of others.

2 How to use reciprocity to persuade stakeholders to contribute?

To use reciprocity to persuade stakeholders to contribute, you need to offer them something of value first, before asking for their help. This can be anything that can benefit them, such as information, advice, recognition, access, or support. For example, you can share useful insights or resources with them, give them positive feedback or praise, introduce them to someone they want to meet, or help them solve a problem they have. The key is to make your offer genuine, relevant, and timely, and to tailor it to their needs and interests. By doing so, you create a positive impression and a sense of obligation in them, which makes them more likely to reciprocate when you ask for their contribution.

3 What to avoid when using reciprocity to persuade stakeholders to contribute?

Reciprocity can be a powerful tool for persuasion, but it can backfire if used inappropriately or excessively. To avoid this, be subtle and sincere when making an offer, and focus on building rapport and value. Additionally, be reasonable and respectful when making a request, and make sure it aligns with the stakeholders' goals and capabilities. Moreover, use reciprocity sparingly and selectively, and balance it with other forms of persuasion and influence. Doing so will help ensure that reciprocity is used effectively and in good faith.

4 How to maintain reciprocity and relationships with stakeholders?

Reciprocity is not just a one-time tactic, but a long-term strategy. To maintain reciprocity and relationships with stakeholders, you need to follow up and follow through on your offers and requests. Expressing gratitude and appreciation for their contributions is essential, as well as providing feedback and results to show them how their input made a difference. Additionally, you should return the favor and offer more value to demonstrate that you care about their success and satisfaction.

5 How to handle rejection or non-reciprocity from stakeholders?

Sometimes, despite your best efforts, you may encounter stakeholders who don't reciprocate or reject your requests. This can be frustrating and disappointing, but it doesn't mean you should give up or take it personally. Respect their decision and reasons; don't argue or pressure them. Reassess your offer and request to make them more appealing or feasible. Reengage and reestablish reciprocity, looking for other ways to build trust and value. These are some ways to handle rejection or non-reciprocity from stakeholders.