Posts Tagged ‘negotiations’

Do I Reciprocate for You or for Me?

Friday, January 9th, 2009

When do I learn to share? The story

Consciousness: true selfishness

TRADITIONAL RESEARCH SAYS RECIPROCITY PAYS OFF

Kellogg School of Management’s Kellog/Insight: Focus on Research has posted an interesting article, When Does One Good Deed Deserve Another? – The calculus of reciprocity.

“Rationality suggests that trust should build slowly and that people should proceed cautiously when building a relationship. But what if you only have one chance to decide whether to trust someone? In that case, caution might be a poor choice… Both experiments showed that reciprocity increased as the money sent increased: sending more increased reciprocity.”

This research is interesting reading, but Judy Berg’s post today, Is The Little White Lie In YOUR Job Description? offers the basis for a totally different viewpoint.

WE LIVE IN THE MOST INTERESTING TIMES POSSIBLE

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