The door-in-the-face technique is a compliance method whereby the persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down.
What is the door-in-the-face technique example?
An example is when a friend asks to borrow an unreasonable sum of money, to which you say no, only to turn around and ask for a smaller sum that you agree to give. The door-in-the-face technique is commonly used to get people to donate their money, time, or effort.
What do the door-in-the-face technique and the foot-in-the-door technique have in common?
It is often used to increase compliance rates of a particular request. In contrast to the foot-in-the-door technique, which prefaces a request with a smaller request that the respondent is more likely to agree with, door-in-the-face requests involve asking a more demanding question, followed by the actual request.
How do you use the door-in-the-face method?
The “door-in-the-face” technique comes from, you guessed it, door-to-door salespeople. The idea is that you offer a customer something that you know that they will not accept and then they slam “the door in your face”. Then, you offer them something else, perhaps a lower price or better deal.
Is the door-in-the-face technique ethical?
Negotiators who had detected opponents’ use of DITF made higher offers and obtained better outcomes in a subsequent negotiation. These findings indicate that negotiators who benefitted from DITF considered its use ethical, while those who suffered because of its use by others found it unethical.
Why is it called door-in-the-face technique?
The door-in-the-face (DITF) technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader’s face.
What are the four techniques of gain compliance?
In 1967, Marwell and Schmitt conducted experimental research, using the sixteen compliance gaining tactics and identified five basic compliance-gaining strategies: Rewarding activity, Punishing activity, Expertise, Activation of impersonal commitments, and Activation of personal commitments.
What is the lowball technique?
The low-balling technique is a compliance method in which the persuader gets a person to commit to a low-ball offer they have no intention of keeping; then the price is suddenly increased.
What is an example of the foot-in-the-door technique?
The foot-in-the-door technique is when a small request is initially made in order to get a person to later agree to a bigger request. An example of this is when a friend asks to borrow a small amount of money, then later asks to borrow a larger amount.
What conditions are necessary for the door-in-the-face technique to be successful?
It is a Compliance technique whereby a large and seemingly illogical request is made followed by a smaller and more reasonable request. What are the essential factors for the ‘Door-In-The-Face’ Technique to be successful? 1. The request must be made by the same individual.
What is the opposite of foot in the door?
The opposite of the foot-in-the-door technique, door-in-the-face starts out with a large request that you know the prospect will decline followed immediately by a smaller request (the second request being what you really wanted the prospect to do).
Why does foot in the door technique work?
The reason that the foot-in-the-door technique works is because people have a natural need for consistency. People prefer not to contradict themselves in both actions and beliefs. The foot-in-the-door technique gains compliance by creating the opportunity for people to be consistent.
What is the foot in the face technique?
The foot-in-the-face technique involves asking for a moderately difficult task to be completed and then, regardless of what the person says, you ask immediately for a second [moderately difficult] task to be done.
What is the not so free technique?
It involves making an initial, unreasonable request that the respondent is likely to refuse outright. The intended request is subsequently made. This method of persuasion is sometimes used in sales negotiations.
What is the Thats not all technique?
ABSTRACT. The that’s-not-all (TNA) compliance-gaining technique offers a product at an initial price and then improves the deal by either lowering the price or adding an extra product before the target responds to the final and adjusted offer.
Why does the foot in the door technique work quizlet?
Why does the foot in the door technique work? After first replying “yes” to a simple request that anyone would do, the person begins to feel like a helpful person and thus want to help again once you ask for something harder. You just studied 6 terms!