Ta c t i c s 25
that favor is returned, you have a ‘‘credit’’ on the balance sheet of
your relationship with that other person. You might think of it as
an ‘‘account receivable’’—a value owed to you by someone else.
This principle of reciprocity operates in all sectors of human
affairs. Consider the world of politics. In the United States, most
organized interest groups—from corn growers to bankers to teach-
ers’ unions to green energy producers—have lobbyists in the na-
tion’s capital. These lobbyists have a common goal: to influence
legislation and policy in favor of their organizations or clients. Con-
tributing to reelection campaigns is one method used to gain in-
fluence. According to the Center for Responsive Politics, the
nation’s 15,138 registered lobbyists made political contributions of
$3.24 billion in 2008. That’s well over $5 million, on average, for
every senator and congressional representative in Washington.
Those contributions aim to support the reelection of politicians
friendly to the interests of lobbying organizations. However, for
recipients, those contributions create a sense of obligation to recip-
rocate in some way, such as giving contributing lobbyists opportu-
nities to be heard on legislative matters that affect their clients’
interests. As the old saying goes, he who pays the piper calls the
tune. And there’s plenty of evidence that contributors of campaign
funds do receive the access they seek.
Reciprocity operates in the workplace as well. Because his boss
was under pressure to make a presentation to top management
on Wednesday, Chuck spent part of his weekend developing her
PowerPoint slides. Credit Chuck’s account; his boss owes him.
Meanwhile, Chuck has asked the IT manager to fix a problem with
his PC. That’s the IT manager’s job, but because that manager
knocked herself out to solve the problem right away, Chuck owes
her something in return. Add that to Chuck’s accounts payable.
In their excellent book Influence Without Authority, Allan
American Management Association
www.amanet.org