Finn is getting ready to sign the papers to purchase a home and finds that the cost is slightly higher than he and the seller originally agreed upon. Finn voices his concern, and the seller says that he will include a freezer and refrigerator in the deal as a bonus to account for the difference. Although these items are probably worth less than the increased price, Finn feels awkward about refusing to pay the extra when the seller is throwing in these extras. Finn's compliance was induced by which technique?

Question

Quizplus · Accepted Answer

The seller is using the "that's-not-all" technique, by adding a bonus to the deal after Finn voiced concern about the higher cost. This technique is designed to make the deal seem more attractive and increase compliance.

Finn Is Getting Ready to Sign the Papers to Purchase