Precise Requests

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Identification

According to many studies, precise requests are very persuasive. This is because critical details create stronger impressions in our neural pathways than general requests.

Example

An example of this may be a dialog such as, “Pay me before 5 p.m. on Saturday,” versus “Pay me on Saturday.” Or, “Brother, can you spare 37 cents,” rather than, “Got any spare change[vii].”

Solution

To counteract this deal tactic, create wiggle room: margins within which you are willing to work. For example, say, “We will pay you when we get paid.” Or a counteroffer of precise agreement, with a definitive endpoint such as “I agree, but no later than Tuesday.”

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