Adapted from “Why It Pays to Give Thanks,” first published in the Negotiation newsletter, November 2010.

Expressions of gratitude have a number of positive effects, such as helping us savor pleasurable experiences, manage stress, and strengthen relationships, researchers have found. In negotiation and other contexts, showing gratitude also motivates those we thank to keep on giving.

In a series of experiments, researchers Adam M. Grant and Francesca Gino examined why expressions of gratitude motivate helpful acts. In one experiment, student participants were asked to edit another student’s job application cover letter. Students who were thanked for their help felt socially valued, such that they were more than twice as likely as those who were not thanked to help edit a second cover letter for the same person.

Helpers’ sense of being socially valued had more impact on their future willingness to help than did any positive mood or sense of competence that was generated by being thanked. The results show the power of a simple thank-you to inspire cooperation.