Rational brain · Negotiation & Sales Frames
Presupposition Closing
Questions that assume agreement already happened — 'Do you want delivery Tuesday or Thursday?' — skip the decision you have not made and make objecting feel awkward.
An everyday example
'Shall I put the twelve-month plan on the card you used before?' before any plan was chosen.
What it can cost you
Answering the small question and thereby conceding the large one; social friction doing the seller's closing.
Warning signs
- I am choosing options for a thing I did not choose.
- Correcting them feels rude.
One thing to do
Answer the question they skipped: 'I haven't decided whether yet; let's settle that first.'
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