- This works by manipulating the other person’s perception of value using the 'Contrast Principle.
HOW TO DO IT :
If you want a specific outcome (e.g., you want to borrow $20, or you want a curfew of 11 PM), you must ask for something outrageous first.
Drop the Heavy Anchor: Ask for something huge that you know they will refuse. (e.g., 'Can I borrow $100?' or 'I'm coming home at 2 AM.')
Wait for the No: They will say 'No way!'
The Retreat: immediately act like you are compromising and ask for what you actually wanted. ('Okay, fine. Can I just borrow $20 then?')
WHY IT WORKS :
- Compared to the first request (100), thesecondrequest (20) seems tiny and reasonable. Additionally, because you 'backed down' from your first request, they feel a social pressure to 'meet you in the middle' and say Yes to the second one.
