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 Yes, yes, no

 

Techniques > Resisting persuasion > Yes, yes, no

Method | Example | Discussion | See also

 

Method

Keep agreeing to the trivial points. Say yes when you mean 'I understand' or when you agree with what they are saying, or even when you may not fully agree but no commitment is made.

Then say no when they ask you for any real commitment.

Example

Are you really committed to this company?
Yes.
Do you like foreign holidays?
Yes.
Will you take the post in Hong Kong office?
No.

Do you like living here, sir?
Yes.
Are you concerned about the dangers to your house from fire?
Yes.
Can I show you our new fire insurance policy?
No.

Discussion

One of the tricks of persuasion is to get the person saying 'yes' by asking easy questions that are easy to agree with, and then to ask the question for which the real 'yes' is wanted.

When the other person believes that they 'have you in their power', they will ask you for what they really want. This is one way to find out what they want quickly (that is, do not resist until you know what they really want).

See also

Yes-set Close, The personal-closure trap

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