[spp-player enclosure url="http://traffic.libsyn.com/marknelsonshow/MNShowEpisode004Reciprocity.mp3" length="8183628" type="audio/mpeg" >] In this episode, I introduced the role that reciprocity norms should serve in your negotiations. If you bargain or try to make deals without paying attention to reciprocity, you may not get the outcome you have worked for -  and you may lose your bearings on what is shaping the direction of a negotiation. Paying attention to reciprocity in a negotiation requires having an understanding and awareness of what reciprocity is all about.   [spp-transcript]