Door in the Face
What is the Door in the Face technique?
The Door in the Face technique is a method of psychology used in sales to make a big request that your customers will most likely disagree with, followed by a smaller request that is more likely to be accepted. The salesman makes the first request, which is usually too large for the customer to accept. The customer will most likely reject this request, causing the salesman to immediately make a smaller concession. This concession can influence your customers into conceding on their own and accepting your second request. The power of this technique lies in its reciprocal concession between both parties; once one party concedes, it becomes courtesy for them to accept the other's proposition as well.
How does the door in the face technique work?
- The door in the face technique involves making a big request that your customers will most likely disagree with.
- You can then make a smaller request that is more reasonable, which is likely to influence them to concede on their own and pick this second request instead.
- To make this reciprocal concession more effective, you should try to make the smaller request seem as easy as possible for them to accept by explaining why it's beneficial for them or offering incentives if they agree to it.
- Once they have agreed to this smaller request, continue with kindness and gratitude so that they feel comfortable enough to accept it without feeling pressured into doing so (as this could lead them to feel resentful towards you instead).
- Finally, once they have accepted the second request, reward them with something extra special in order to reinforce the positive feelings associated with accepting your offer and encourage further compliance down the line when needed again later on down the line when needed again later on
Benefits of using the door in the face technique
- Increase the likelihood of agreement to a subsequent request: The door in the face (DITF) technique is a two-step process in which Person A initially asks for more than they can reasonably expect to get, and then follows up with a smaller request. This technique is said to significantly increase the likelihood that Person B will agree to the smaller request. By using this technique, individuals are more likely to comply with a request if it is preceded by a much larger request. For example, if I want students to staple their term papers before turning them in, I can use this method by initially asking for something big like submitting term papers in duplicate in a three-ring binder that costs $3. When they raise objections I can say “No? Well how about stapling your papers” which will increase my chances of them complying with my smaller request of stapling their papers compared to just asking them directly without any prior requests/incentives/promises etc.
- Reduce the reluctance of making a request: The door in the face technique reduces reluctance to make a request by first making a large, unreasonable request and then following it up with a smaller, more reasonable one. This creates an impression that the person is willing to compromise, which makes them more likely to agree to your second request. By using this technique, you can reduce the other person's reluctance to say yes and increase their willingness to accept your second request. Additionally, they may feel guilty for refusing your first request and want to make up for it by agreeing to the second one.
- Create a sense of obligation between parties: The door-in-the-face technique can be used to create a sense of obligation between parties by first making an unreasonable request and then immediately following it with a more reasonable one. The second request is likely to be accepted because the person will feel indebted for granting the first request and will want to reciprocate by accepting the second one. This technique works best in social settings where there is an expectation of reciprocity, such as when asking for favors or help from others. For example, if someone asks you for money and you refuse, they may later come back and ask if you could watch their dog for a few hours. Since you already refused them once before, your sense of guilt may lead you to agree this time around since it's not as big of a favor as their first request was.
- Improve the likability of the requestor: Using the door in the face technique can improve the likability of the requestor by making them appear more accommodating and willing to compromise. By initially making an extreme request that is likely to be refused, and then following it up with a more reasonable one, they are able to appear more likable as they have shown a willingness to compromise. By using this technique, the requestor can make their requests seem more reasonable and acceptable, thus improving their likability. Additionally, since people often feel obligated to fulfill reasonable requests after rejecting an extreme one, this technique may also increase the chances of acceptance.
- Increase the chance of obtaining a larger commitment: The door-in-the-face technique involves first asking for a much higher donation commitment than you really want, such as regular blood donations over a period of years, then if they refuse, asking for a one-time donation. By using this technique, you can increase the chance of obtaining a larger commitment from your customer since it creates conditions where they can compromise by accepting the second request which is related to the first request and comes from the same person.
- Reduce the guilt of making a request: The door in the face technique can reduce the guilt of making a request by priming the person with a high level of guilt. This makes it more likely that they will feel guilty about refusing your request and be more likely to comply with it. By using this technique, you can increase the likelihood that your second request will be accepted because it will be seen as less burdensome due to the person's increased level of guilt. Furthermore, if you make sure to ask for something right away after making your first request, you can further capitalize on their feelings of guilt before they have time to dissipate.
- Increase the chances of obtaining a quicker agreement: The door in the face technique can increase the chances of obtaining a quicker agreement by forcing the other side to make the first realistic offer. By initially making an unreasonable offer, the other side is more likely to make concessions in order to reach an agreement quickly. This technique also works by giving diplomats value by collecting wins, which may encourage them to agree with more favorable terms.
- Increase the likelihood of getting a favorable first offer: The door in the face technique can increase the likelihood of getting a favorable first offer by making an unreasonable initial offer. This forces the other side to make the first realistic offer, potentially closer to what you want. By employing this strategy, you are more likely to get a favorable first offer than if you had not used it. The other party may be more willing to accept your second offer since they have already been presented with an unrealistic proposal earlier in the negotiation process.
- Enhance the effectiveness of other persuasion techniques
- Pitch a sales agreement that you know your customer cannot accept.
- Lower the request to your real goal price.
- Ask for this lower request directly and watch as your customer is more likely to agree to it than if you had asked for it from the start of negotiations.
- Use this technique in conjunction with other persuasion techniques such as humor, flattery, threats, or bribes if necessary in order to maximize its effectiveness in getting customers to agree with your requests or proposals more often than not! For example, let's say that you want a potential customer to buy two pounds of cheese at eight euros each but they only want one pound at four euros each instead - use the door-in-the-face technique by pitching a sales agreement that they cannot accept (two pounds at eight euros) then lowering it down to their desired amount (one pound at four euros). This should increase the likelihood of them agreeing with your request and making a purchase from you!
- Increase the chance of getting a more positive response in the absence of a commitment
The door in the face technique is a psychological phenomenon that works by first making a far-reaching request, which is usually refused. Then, the same person backs out of their extreme request and asks for something more reasonable, such as a $10 loan, which makes us feel obligated to fulfill it. This technique increases the chance of getting a more positive response because it changes our perspective on the same request depending on its circumstances. We see it as an act of concession from our friend or stranger who asked for something unreasonable at first but then decided to back down. This makes us more likely to agree to their second request since we feel obliged to reciprocate their kindness with our own gesture of goodwill.
How to use the door-in-the-face technique effectively
- Step 1: Identify the person you need to influence
- Identify the person you need to influence. This could be a customer, a coworker, or anyone else who can help further your cause or give you what you want.
- Create a big first request that is likely to be refused, but not so big that it will offend them or put them off engaging with you.
- Make an opportunity for compromise by offering them a second, smaller request related to the first one that comes from the same person asking for both requests
- Make sure both requests are made quickly after each other so that feelings of guilt and other moderations in their mind are not lost and they will be more likely to accept both requests quickly (with some persuasion on your part). For example: Let's say that you are trying to convince someone at work (who we'll call “John”) to help out with an upcoming project by lending his expertise on it since he has more experience than everyone else in the team combined on this particular topic area; however, he has been swamped lately due to several projects piling up on him at once so he doesn't have time right now but may have time later down the road if needed
- Step 2: Convince the person that you have a need for their help
- Create the conditions for the door-in-the-face technique by making your first request big enough that it will probably be refused, but not so big that your customer will resent you or be put off engaging with you.
- Offer an opportunity to compromise by accepting a second, smaller request related to the first one.
- Make sure both requests are coming from the same person in order for it to be more effective.
- Ensure that you stay positive and remain persistent when using this technique in order to convince someone of helping out with whatever task you need them for!
- Step 3: Make clear what the right way to do something would be: The door-in-the-face technique can help make clear what the right way to do something would be by creating conditions that encourage people to compromise. It works by first making a big request that is likely to be refused, followed by an opportunity for the customer or prospect to accept a smaller second request from the same person. By using this technique, businesses can successfully get their customers or prospects to agree with their suggestions or decisions more often since they are more willing to accept smaller requests after agreeing to a bigger one previously. This helps them understand what is the best course of action and how they can achieve it in an effective way without feeling pressured into accepting something they don't want.
- Step 4: Let them know there is a price to pay if they don't help you
- Identify the person you want to persuade and the request you want them to fulfill.
- Set an unreasonable price for your request, making sure it is far higher than what it is actually worth.
- When they refuse your offer, offer a more reasonable one that is still higher than what it should be priced at (the door-in-the-face technique).
- If they still refuse to help you, repeat step 3 until they agree to help or are forced into doing so due to pressure of time constraints or similar pressures from other parties involved in the negotiation/discussion/etc.
- Step 5: Set an achievable goal and monitor progress regularly
- Determine what you want: Before using the door-in-the-face technique, you should first identify what it is that you want. This could be a raise in salary, a lower price for a product or service, or any other goal that can be negotiated.
- Ask for more than you want: Next, ask for more than what you actually want in order to get the other party used to saying “no” and lowering their expectations of what they expect from you.
- Make a second offer: After they have rejected your first offer, make a second one that is closer to your desired goal but still higher than expected by them (this will help convince them of the value of accepting it).
- Monitor progress towards the goal: Track how close both sides are getting to reaching an agreement on this second offer so that both parties know when they have reached an acceptable compromise point and can move forward with an agreement on it if necessary!
- Step 6: Be consistent in your use of the door-in-the-face technique
- Identify a desirable goal that you want to achieve, such as a new job or an increase in salary.
- Make the desired goal seem unattainable by presenting an unrealistic request that is sure to be rejected, such as asking for a raise of 50% on your current salary or asking for a promotion without any experience.
- After your initial request is rejected, propose a more reasonable offer that still meets your needs but is more likely to be accepted by the other party, such as asking for a raise of 10% on your current salary or asking for experience before receiving the promotion you desire.
- Repeat this process until you reach the desired goal you set out at step one!
What is the effect of the Door in the Face technique?
The Door in the Face technique is a psychological tactic used to increase compliance with the desired deal. It involves offering a customer an enormous favor, then following up with a smaller favor that they can agree to. By comparing two deals and giving them the opportunity to pick one, it increases the chance that they will comply with your request.
For example, if you are trying to sell someone on a product or service and they refuse your offer, you could try asking them for something bigger such as donating money or volunteering their time. Once they have dismissed this offer as well, you can then ask for something smaller like purchasing your product at half price or signing up for one month instead of two months. By providing them with these two contrasting deals, they may be more likely to accept one of them in order to keep their door open.
What psychological principles are used in the Door in the Face technique?
The Door in the Face technique uses psychological principles such as reciprocity, scarcity, liking/approval-seeking behavior, and commitment/consistency to achieve its goal. First, the technique involves reciprocity, which is the human tendency to feel obliged to return favors given by others. The door-in-the-face technique takes advantage of this principle by first making a big request that is likely to be rejected and then following it up with a smaller one that is more likely to be accepted. Second, scarcity refers to presenting an item as being scarce or limited in availability which increases its perceived value. By first asking for something large and then followed by something small (which appears even more valuable due to its scarcity), people become more likely to accept the smaller request. Thirdly, liking/approval-seeking behavior refers to our natural desire for acceptance from those around us; we often go out of our way for those we like or approve of us in order to gain their approval even further. Lastly, commitment/consistency describes how once we make a promise or take on a task it becomes increasingly difficult for us to break said promise or task due to psychological pressure from our own self-image and pride.
What is the data that has been collected on the effectiveness of the Door in the Face technique?
The Door-in-the-Face technique has been shown to be an effective way of getting someone to agree to a request. In one of the first scientific demonstrations of this technique, Robert B. Cialdini and his colleagues found that when asking students to chaperone juvenile delinquents for a day at the zoo, only 13% agreed without using the Door-in-the-Face technique. When they used this technique by first asking them to act as counselors for juvenile delinquents for 2 hours a week for 2 years before making the request to chaperone them to the zoo, 50% agreed. Additionally, other studies have shown that using this technique can lead people to comply with requests up to three times more often than without it. When should the Door in the Face technique be used?
The "Door-in-the-face" technique should be used when you want to increase the likelihood that a customer will agree to a more reasonable request. To use this technique, first, propose something that is unreasonable and likely to be rejected by the customer. Then, offer them something smaller or more reasonable as an alternative — this will make them more likely to accept it than if you had asked for it right from the start. For example, let's say that you are trying to sell tickets for a concert and your target customer is someone who loves jazz music but has never been to a live show before. You could start by asking if they would like two tickets for tonight's performance at an expensive price point (something unreasonable). If they refuse, then offer one ticket at half price (something more reasonable). It is likely that they will accept this offer since it seems like such a good deal compared with what was originally proposed; therefore making them more likely to attend the show than if you had asked directly for two tickets at half price from the start.
What is the difference between the Door in the Face technique and other compliance strategies?
The Door-in-the-Face technique is a type of sequential request strategy, whereas other compliance strategies such as the Foot-in-the-Door technique and Ingratiation involve making a smaller request before making the intended one. The Foot-in-the-Door technique prefaces a request with a smaller one that is more likely to be agreed to, while Ingratiation involves using flattery or other forms of goodwill towards another person in order to gain their favor.
The Door in the Face technique differs from these other strategies because it involves making an unrealistic demand first before making the intended request. Additionally, it has been found that this technique produces high levels of compliance only when it is used by the same person who made both requests, as well as when they are similar in nature.
== What are the risks associated with using the Door in the Face technique? The risks associated with using the Door in the Face technique include:
- People may reject your initial request due to feeling manipulated or taken advantage of.
- Your initial request may not be taken seriously if it is too large or unreasonable compared to what you are offering in return.
- The person you are making the request to may become defensive or resentful if they feel that they are being pressured into accepting your offer too quickly or without enough consideration on their part.
How can the Door in the Face technique be used in real-life situations?
- Identify the goal you want to achieve.
- Come up with an initial request that is too large and would likely be rejected by the other party.
- Make a second, more reasonable request after the first has been rejected, knowing that it will be more likely to be accepted due to the prior rejection of your first proposal.
- Follow up on your promise from step 3 if necessary in order to ensure that the other party keeps their end of the deal after accepting your second proposal. For example, imagine that you want your coworker's help with organizing a team event but they are busy with other projects at work right now and may not have time for it in the near future:
- You could initially ask them if they can help organize an event this week or next week since everyone else is busy with other projects as well.
- If they reject this proposition, then offer them another opportunity later on in exchange for their help - maybe they can manage some of their workloads while they take care of this task for you?
What are some examples of the Door in the Face technique being used?
- Parent: “I was thinking of allowing you to go out with your friends this weekend, but I’m afraid it’s just too dangerous. Maybe next weekend?”
- Salesperson: “We have the best deals in town, but unfortunately we are currently out of stock. We should have more in a few weeks though! In the meantime, why not check out our competitors over there? They might have what you need right now!”
- Politician: “I know that there are many problems facing our nation right now, but I promise that if you elect me as your next president I will work tirelessly to solve them all! Vote for me in 2016!”