This tactic is used by those in relationships when they are on the rocks, or by salespeople who want to take a big step toward closing the deal. Psychologically, it brings us to a focal point of no return: the emotional attachment of being in the role that is the object of your negotiation. This is very effective when resistance is low, such as at the end of a long session when the parties are fatigued and hungry.
For example, a car salesman may say, “Whose name should be on the title of your new car,” when you have not agreed to the purchase. This puts us in the frame of mind that something is ours, when it is not. Or a husband fearing the loss of his wife may say, “I know I screwed up and we’ve been living in small apartments even though I promised we would buy a house. I am ready, so where do you want our new home to be?” Realtors, “Yes, this is your new home, I can see your furniture in it already…”
Nothing is truly owned until the deal is closed. Full right, title, and ownership happen only when title is transferred. Ownership is not free and clear until there are no other interest holders, such as financers. Don’t allow yourself to fantasize until ownership is a reality.