How to Coach Yourself and Others Beware of Manipulation | Page 158

51. Dump and Chase (DAC)
Ask for something. When they flatly refuse, ask why (or why not, depending on how the situation is
phrased). Then turn the discussion into a negotiation whereby you remove the reasons for them not
agreeing with you or otherwise complying with your request.
Example
When a customer says they do not want buy a product, the sales person asks what is stopping them
from buying today. He may first single out the reason by asking “and this is the only reason why you
did not buy the product?” After that he proceeds to address their issues.
A boy wants to go out with his friends. His mother says 'no'. He asks why not and then gives reasons
and evidence that outweigh the mother's reasons. In the end, she gives in.
Why it works

There are two forms of refusal: a flat refusal where no explanation is given and and 'obstacle' where
reasons are given for refusing. People often present obstacles as this is a more polite form and less
likely to result in reactive argument. However, this form also gives space for the persuader to continue
persuading.
Persistence by the persuader allows them to wear down the other person, who also may become
convinced that this is an urgent and important matter for the persuader. The person may feel guilty in
holding out when conceding is not that important for them, or become sympathetic to their need.
This method pulls on the needs to explain, effectively forcing the other person to give reason, which
also enables the persuader to continue.
'Dump and chase' is also a strategy in ice hockey whereby a team hits the puck into the attacking zone,
then aggressively tries to retrieve it (which is similar to 'kick and rush' in rugby union). This term was
used.

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