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A quid pro quo is something for something. A mutually beneficial exchange. I do something for you and you do something for me. I give you something. You give me something.

There are many ways of influencing people and offering a ‘quid pro quo’ is one of them. Let’s explore when it is appropriate to use this style and what you can offer people that is acceptable and appropriate.

This style seems to work best when you want compliance. You want someone to do something for you and their full commitment is not necessary. We wouldn’t offer a doctor more money to do a better job. We assume that doctors do their best all the time. On the other hand, when purchasing from a retail outlet, we know that we will get more if we pay more. We use money as a currency because we don’t have the imagination to identify more valuable currencies. A currency is anything tangible or intangible that I offer to meet your needs. It can vary from money to a favour. If I really understand your needs, I am in a much better situation to offer you a currency that will be valuable to you. Some people provide information as a currency. Other obvious currencies include: coaching, loan of equipment, a reference, an introduction to a client, doing a job that is difficult or distasteful for another or a tangible gift. I have just been asked to complete a questionnaire in return for a pair of binoculars. The information that I pass to the organization will assist them to market their goods more effectively and I could use a pair of binoculars.

So, imagine the currencies available to you at work. You will seem more assertive if you accept a request more conditionally. Instead of simply agreeing to do more work you could accept on the condition that the other person does something for you, either by doing some of the job themselves before passing it onto you or something quite separate like letting you go home when you have finished. I remember working for a company that got really unpleasant jobs done on the basis of ‘job and finish’. When you do ask for something in return be very sure that the other person does not think that you are already in their debt.

You also need to be comfortable with the exchange. It needs to fit within your ethics. Only agree to the exchange if you are comfortable. I heard of a case where some authorities wanted the help of a foreign official to stamp our corruption. He asked for money for his co-operation in stamping out corruption!

In summary, use this style when:

• You want compliance
• You know that what you offer is valuable to the other person
• You are comfortable making the offer
• You can deliver on your promise
• You can handle more requests for such exchanges

This is an occasional influencing style and can be very effective. You have probably seen posters for lost animals with a reward. The size of the reward can create interest. If you don’t need the money, you may refuse the reward. If you are financially strapped, the reward will be a strong motivator.

Maybe try offering an incentive to others first and see if they reciprocate. If you pay for the coffee or the meal, you usually create a strong obligation to return the favour. What can you do first that will encourage others to respond positively to you requests? How can you get others to do what you want by offering an incentive, a “quid pro quo”. You won’t usually get excited commitment or full understanding but you will get what you want if the incentive is attractive and directed to meet a pressing need.

Paddy Spruce CSP

03 9808 8990

www.paddyspruce.com.au