Negotiation: Getting the Rule of Reciprocation to Work for You

In a negotiation, what can you do to take advantage of our innate urge to reciprocate?
Little things come to mind.
Be nice.
Offer to pour coffee or water for everyone.
Give out compliments.
Express appreciation.
Offer to lend a book or video.
Ask for advice on an unrelated topic. (Parenting is one of my favorites. Who couldn’t use a little extra advice on parenting?)
There are, of course, more germane topics.
Concede a point. (It doesn’t have to be a big point.)
Find an area of agreement and express it. (Even a small area will do.)
Not only will your mediation be more pleasant, it will also be more productive, as the other side will feel the need to make a concession in return.
(See, Cialdini, Influence: The Psychology of Persuasion.)