Don't You Agree?

When you're negotiating payment terms or any arrangement, have you ever noticed how the phrase, "Don’t you agree?" tends to seal the deal?

Take this scenario: "Great, we’re happy with that payment plan, so if you’re good with it too, then everyone’s happy. Don’t you agree?"

No matter what’s being discussed, when someone ends with those three words, our instinct is almost always to say "Yes." It just feels natural. Don’t you agree?

Psychologists tell us that it’s much easier to agree and say "yes" than to reject and say "no" when asked in this way. Whether you responded "yes" or "no" to my question doesn’t really matter—chances are, you felt more inclined to agree. Don’t you agree? (Did you say "yes" again?)

So, next time you're seeking agreement from someone—like a slow-paying client—consider using those magic words. My wife does this all the time, especially when she knows I’m not really paying attention. Days later, I’ll find out I agreed to something... Wait, what?

Gasp.