DITF – When, How, Can It Backfire (Door In The Face Technique) “Door-in-the-face” is one of the most common techniques for implementing the Law of Contrast. An initially large and almost unreasonable request is made, likely to be declined—hence…
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Episode 448 – DITF – When, How, Can It Backfire (Door In The Face Technique)
Posted in Podcasts Tagged with: cialdini, DITF, Door In The Face Technique, first vs second request, follow up with smaller request, kurt mortensen, law of contrast, maximum influence, negotiation first offer, reciprocal concessions, social responsibility model, start high negotiation, when to get no in negotiation, when to make the first offer