Principle of Reciprocation

Principle of Reciprocation

Principle of Reciprocation

Scenario
‘I’m going to give you a bit of advice, Bruce. You don’t need to take it; that’s up to you, but I’m only going to give it once. When somebody obliges you, whether it’s something trivial or seriously important, you should make sure when you have an opportunity that you oblige them promptly – and in extreme cases if you are asked by them you must do so. That is what you have to do if you want to get on around here, bearing in mind your colleagues are not too popular with the rest of us.
‘OK? Got it? Good. Now come back when you want something from me after you’ve demonstrated you have changed your attitude when dealing with my staff.’

Explain why Bruce’s past breaches of the reciprocation principle undermine his influence. (20 marks)

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