That's-not-all technique
Sweeten the deal before the buyer answers, and yes becomes easier.
What it means
A compliance tactic in which the seller improves an offer — by adding a bonus or lowering the price — before the customer has had a chance to respond to the original terms. The improvement is experienced as a concession, triggering reciprocity, and it also reframes the deal relative to the slightly worse anchor just presented, making it look like a better bargain. It is most effective for small, low-stakes purchases and weakens or backfires when the initial offer is implausibly high. It matters as a staple of retail and infomercial persuasion.
Examples
'These knives are $40 — but wait, order now and we'll throw in a second set free,' announced before you decide.
In Jerry Burger's bake-sale study, sellers who quoted a price for a cupcake and then threw in two cookies before the buyer could answer sold far more than those offering the bundle upfront.
The salesman sees you hesitate over the sofa's price and says 'and I'll include delivery' before you have said a word — a concession you never asked for, and now feel you owe.
First described in Burger (1986).