Door in the Face Negotiation Technique #sales #money #finance #education

The first request is an unrealistic demand, which a reasonable person would be likely to refuse. When the second, intended request is made, it appears the respondent to be reasonable in comparison to the first demand. In theory, a person is more likely to agree to it as a result.

🔸Why it works?

One explanation is that the refusal of an initial request, even if it is unreasonable, leads respondents to experience a sense of guilt. O’Keefe and Figgé (1999) noted that guilt reduction can motivate compliance with an ultimate demand. The belief that agreeing to a second request will help to reduce our sense of guilt motivates us to comply.

➡️Study with this Technique:-

In one of the first scientific demonstrations of the door-in-the-face technique, Robert B. Cialdini and his colleagues had a researcher and they approach students on campus and ask them to spend a day to look after kids on a trip to the zoo. Only 13% agreed.

🔸The researcher made the same request to another set of students, but with these students, the researcher used the door-in-the-face technique. The researcher first asked these students if they would be willing to act as counselors for juvenile delinquents for 2 hours a week for 2 years.

🔸When the students said “no,” the researcher asked if, instead, they would look after kids to the zoo for a day. This time, 50% agreed.

Source: Psychologist World
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NegotiationTechnique#sales