Reciprocity

Giving mutual consideration in a business transaction. Reciprocity is something that is or is not present in the seminal beginning of a business deal. If the business person is offering cooperation and does not give it they have misrepresent themselves in the emotional intonations of the deal. The businessperson or client needs to know up front if the other party is going to "go off on them before closing a deal. For example, a contractor is remodeling a house getting along fairly well with the owner. He tells the owner he is going on vacation for a few days and will be back to finish the job. While he is gone the owner works himself into a frenzy over some small errors in the construction. When the contractor returns they are told there services are no longer needed and they will not be paid. The contractor ignored early signs that the owner had a hair trigger on his emotions because the money looked so good. This is an initial point of conflict and it is due to the inattention or inexperience of the client or businessperson.

Leading to false expectations

Spirit of the sale