How to Coach Yourself and Others Beware of Manipulation | Page 153

48. Disrupt, then reframe
Make a statement that goes off the normal track of how the other person thinks. Then make a rationalsounding statement that makes apparent sense and leads the other person to agree to your request.
This is typically done in a single speech, effectively disrupting and reframing your own statements.
The principle can also be used in disrupting the other person, breaking into their speech and reinterpret
what they are saying to indicate something else. This is best done when they are in the middle of
talking and are in a state of 'flow', effectively trotting out a familiar script on the subject.
The disruption can even be something nonsensical -- the key is that it breaks a pattern and readies them
for something else.

Example
Davis and Knowles told customers that a package of eight cards sold for $3.00, and subsequently made
sales to approximately 40% of customers. When they told customers that "the price of eight cards is
300 pennies, which is a bargain", then sales doubled to 80% of customers.
Them: You know I hate it when you...
You: Marakanas!...I hate it when we don't get on. So let's try again?

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