Copy of The Science of "No": How Rejection Makes Us Say Yes

Have you ever noticed yourself agreeing to something you weren't quite sold on??

It might not be magic, but a clever negotiation tactic called the "Rejection Then Retreat" technique.?

Buckle up, because we're about to explore the fascinating psychology behind this trick and how it can influence our decisions.

Here's the gist: imagine a salesperson starts by proposing a seemingly outrageous deal (think high-end furniture for your entire home!).?

You, the unsuspecting customer, politely decline.?

But wait!?

The salesperson, with a charming smile, offers a more reasonable option (perhaps a single chair).?

Suddenly, that chair seems like a steal compared to the initial offer.

So, what's happening in our brains? Research suggests a few things are at play:

• The Rule of Reciprocity: We feel obligated to return favors. Rejecting the initial request might trigger a feeling of needing to "make it up" to the other person, making us more receptive to the smaller request.
• The Contrast Effect: Our perception of value is relative. That expensive furniture set makes the second offer appear significantly cheaper, even if it's still priced at a premium.
• Loss Aversion: We hate losing more than we love winning. By rejecting the first offer, we subconsciously want to avoid the "loss" of feeling like a bad sport by rejecting it again.

This technique isn't just for salespeople – it's a tool anyone can use in negotiations, from business deals to convincing your mom for that extra twenty bucks.??

But remember, it's not foolproof.?

Here's a scientific twist: a 2017 study in the Journal of Experimental Social Psychology found that the effectiveness actually depends on the size of the initial offer.??

If the first request is ridiculously high, it can backfire and make both offers seem unreasonable.

Bonus Tip! ?The "because" trick mentioned earlier has some merit too!?

Research shows that explanations can be persuasive, but they need to be clear and relevant.?

So, instead of just saying "because chocolates," your son could try, "because I want to share them with my friends at lunch."

So, the next time someone asks you for something, take a moment to consider the Rejection Then Retreat technique at play.??

Understanding these psychological influences can help you be a more informed negotiator, both in your personal and professional life.

Thanks for reading! Stay curious and stay winning!

If you're ready to make efforts with sales through LinkedIn and beyond on another level, I am always here. Book a free consultation with me right now.?

I'll help you identify the right sales framework, develop effective organic marketing techniques, and implement strategies to streamline your lead generation process.

For those who are with me for the first time:?

I’m Amy Bradley , a Sales and Lead Generation expert, who can help you create sales success stories through meaningful connections.?

Let me help you take your sales game to the next level.