Door in the face

The bold way to gain compliance

• Here is a negotiation tactic that consists in presenting an unreasonable offer first, paving the way to a more reasonable offer. Door-in-the-face works a lot better when the two offers are linked so that the second offer is a diluted version of the first one.

• This technique enables the other person to reduce the guilt of refusal. Door in the face works best with acquaintances, as the guilt of refusal might be higher.

Examples:

• Would you donate to our noble cause to save baby seals? No? Then would you sign our petition?

• Could you get the assignment done by tomorrow, tuesday? No? What about Friday?

• Are you interested in this state of the art plasma TV with 3D capability at $2399? How about this $500 HD TV which is a just tad smaller ?

• Can you find other clever ways to use that technique?

• Visit www.vinh.ly for marketing and persuasion techniques with comics