Glossary · Reciprocity

That's-Not-All Technique

Also called that's not all, improving the deal

Adding something to an offer before the person has responded makes them more likely to accept it.

The that's-not-all technique improves an offer, by adding an item or lowering the price, before the person has had the chance to say no. The improvement feels like a concession made to them, which invites reciprocity, and it sets the final offer against the less attractive one that came first.

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Where You Will See It

A bonus announced after the main offer, an upgrade included before the customer decides, a discount applied during the conversation rather than printed up front.

Using It Ethically

The addition should be real value. Inflating a base price so that a 'bonus' can be announced is a deception, not a concession.

The principle behind it

Reciprocity: Give first. Receive more. →

Related Terms

Door-in-the-Face Technique
A large request that is refused, followed by a smaller one, makes the smaller one more likely to be accepted.

The full glossary →

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