Notes prompt reciprocation

- [Interviewer] I'm thinking about the tools or principles of influence, reciprocity. I'm just thinking about how many times folks have been able to miss meetings or either because they just wanted to save some time or they really had some other obligations going on and they were able to look to your notes to really save the day. And so I'm thinking over your career, you've done that for many people, many times. And I would hope that that gives you a little bit of sway when it's time for you to ask for some help or some favors or some assistance. - [Anne] Yeah, I would agree with that 100%. Reciprocity is another thing that I talk about in the book and also think about a lot in my career. And the interesting thing about that principle is that it's not about giving something to get in that specific moment. It's about establishing a pattern of giving and giving that benefit to other people so that at the time when you go to them at a later date, they actually are able to reciprocate and…