In his most recent article for Inc, media attorney, negotiation expert, and BigSpeak’s EVP Ken Sterling unpacks how paying it forward is the way to go in personal and business relationships. He argues that by giving generously, you’re much more likely to get something in return.

He divides types of giving one can do into three categories: gifts, information, and time.

• Gifts: in this case, physical items or favors, such as free samples or goodies for a client’s children. Gifts encourage reciprocity, with effective gifts being both meaningful and unexpected on the part of the recipient.
•  Information: transparency when building a relationship and open sharing of information helps build trust. Candor can gain you the respect of another party quickly.
• Time: although less tangible than the previous examples, sharing your time is a sign of respect. It’s like giving a little bit of your self to the other person, which encourages them to do the same.