This is great! I've known it as the "but you're free" rule, and in corporate training I always encourage attendees to verbalise that the customer is making the final decision - including phrases like "ultimately it's up to you", or, "you have to do what's right for you", or "it's your choice, what would you like to do?"

It definitely helps ease any discomfort and reinforces autonomy and control on part of the other party. An amazing tool to keep both parties comfortable in professional conversations.

Great to see some nice behavioural science research on reactance. Thanks for writing this piece!