Door-in-the-Face

The door-in-the-face technique is a negotiation and persuasion method where a large request is initially presented, which is expected to be refused, followed by a smaller request. This psychological technique works because the smaller request feels more reasonable and acceptable compared to the initial large request.

Characteristics of the Door-in-the-Face Technique

  1. Presentation of a Large Request: Initially, a large request is made, one that is almost certain to be rejected. This is done intentionally, anticipating a refusal.

  2. Presentation of a Smaller Request: After the initial request is refused, the actual intended smaller request is presented. This request seems more acceptable compared to the initial large request.

  3. Principle of Reciprocity: After refusing the large request, the person feels that a concession has been made and is more likely to reciprocate by accepting the smaller request.

Examples of the Door-in-the-Face Technique

  1. Fundraising: In fundraising, initially asking for a large donation, and when refused, asking for a smaller donation. This increases the likelihood of receiving the smaller donation.

  2. Sales: A salesperson initially proposes an expensive product, and if the customer refuses, a cheaper product is then suggested, making the customer more likely to consider the purchase.

  3. Everyday Life: A child asks their parent for a big favor, and upon refusal, they ask for a smaller favor, making it easier for the parent to agree to the smaller request.

Impact of the Door-in-the-Face Technique

  1. Increased Success Rate: By initially refusing the large request, the likelihood of accepting the smaller request increases, improving the overall success rate.

  2. Relationship Building: This technique is effective in building relationships, as the other party feels a sense of concession, leading to positive feelings towards the negotiator.

  3. Increased Trust: Accepting the smaller request increases trust towards the requester, making future requests more likely to be accepted.

Challenges of the Door-in-the-Face Technique

  1. Ethical Issues: This technique involves intentionally manipulating the other party, which can raise ethical concerns. Overuse may lead to a loss of trust.

  2. Risk of Backfire: If the initial large request is too excessive, it may lead to distrust, causing the other party to reject the subsequent smaller request as well.

  3. Difficulty in Setting Appropriate Requests: Balancing the initial large request and the subsequent smaller request can be challenging. Inappropriate settings can result in ineffectiveness.

Summary

The door-in-the-face technique involves presenting a large request followed by a smaller request to make the smaller request more acceptable. This technique is effective in various contexts such as fundraising, sales, and everyday life. However, ethical issues and the risk of backfire must be considered. Proper utilization, balancing the requests, and maintaining trust can maximize the effectiveness of this technique.

Related Glossaries