The Rejection and Retreat Technique and Its Side Effects

Nearly all students who were about to give a pint of blood as a result of the rejection and retreat technique agreed to donate again later. Even for future favors, the rejecions and retreat strategy proved superior. The requesters concession not only causes targets to say yes more often, it also causes them to feel more responsible for having dictated the final agreement. A person who feels responsible for the terms of a contract will be more likely to live up to that contract satisfaction.