The technique is a simple one that we can call the rejection-then-retreat technique. Suppose you want me to agree to a certain request. One way to increase your chances would be first to make a larger request of me, one that I will most likely turn down. Then, after I have refused, you would make the smaller request that you were really interested in all along. Provided that you have structured your requests skillfully, I should view your second request as a concession to me and should feel inclined to respond with a concession of my own, the only one I would have immediately open to
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Sometimes making a larger request initally can persuade people to be more inclined to concession a smaller one after/later. In my case, if i say no to an initial request it is easier to say no to a request following immeditatly after.
Possibly, it could be because of the commitment principle, by saying no i have aligned myself with declining the purchase. If an individual doesn’t intend on or align themselves with refusing a purchase they might, be might be susceptible to the retrieve- and- retreat principle.
Ponder how much much does the length of time between request influences people's motivation to say yes. Secondly, be more open to other theories in psychology such as that doing something once makes it easier to do a second time; as in the case of saying no.
