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In every workplace, there exist a variety of talents employees bring to the table, yet convincing each member of a team to collaborate can be an uphill battle.

Innovation architect Doug Collins discovered that calling on people’s need to reciprocate could be the key to collaboration buy-in and outlines some basic points put forth by psychology professor Dr. Robert Cialdini in Influence: The Psychology of Persuasion.

Here’s a small sample of the suggestions he offers to boost participation and get those collaborative juices flowing at your company:

Reciprocation

Description. Dr. Cialdini writes of a psychology study in which two people are invited to review an art exhibit at a museum. The first person knows they are part of the study. The second person does not. In one instance, the first person leaves the gallery and returns with two drinks, one for themselves and one for the second person. In another instance, the first person leaves the gallery and returns with only one drink for themselves. In both instances, the first person then asks the second person if they would be interested in buying tickets to a raffle. The study finds that the second person purchases a significantly greater number of tickets from the first person in the first instance than they do in the second instance, even when taking into account the impression the second person had of the first person.

Dr. Cialdini observes that as part of human society, we each have a powerful sense of reciprocation ingrained upon us. As a result people have used gifting as a powerful influencer. Dr. Cialdini observes further that we may not even value the gift in question in order for us to feel the urge to reciprocate…

Full story at Innovation Management via Design Thinking Network.

Read more at Design Thinking.

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