Rejection Then Retreat - Deepstash

Rejection Then Retreat

To increase the chance someone will comply to our request is by making a large request, one that will be turned down. Then, after he/she refuses, make the smaller request that we’re really interested all along.

The second offer seems lika a concession which makes him/her feel inclined to make his/her concession as well by accepting the offer.

The side effect of this technique in a negotiation is also good for us because the other party will feel they “dictated” the final agreement and so they will feel more responsible for and live up the terms in the contract.

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clevercoworker

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