“How About You?”: The Effect of Reciprocity Request After Information Revealing In Negotiations

Authors:

Abstract: Revealing information in negotiations renders vulnerability for negotiators. The present study proposed a feasible way for diminishing such vulnerability: attaching a reciprocity request after information revealing (i.e., “How about you”). By employing an experimental study involving imaginary negotiation and a face-to-face negotiation simulation, we discovered that reciprocity request enhances counterparts’ truthful information revealing, and is positively related to negotiators’ individual gains. We also discovered that the positive effect of reciprocity request is more salient for female negotiators. We hope that reciprocity request as a novel but feasible tactic could improve individuals’ (especially females’) experience of information revealing in negotiations.

Track: NEG

Keywords: information exchange, information revealing, reciprocity request