The door in the face technique is a persuasion strategy widely used in social psychology and negotiation. It is based on the principle of reciprocity and the idea that a large initial request, which is expected to be rejected, paves the way for a more reasonable and realistic request to be accepted. This technique plays on the human tendency to feel obligated to return a favor or concession, creating a feeling of debt that can influence decision-making.
Origin and development of the technique
The door-in-the-face technique was first proposed in the 1970s by psychologists Robert Cialdini, Jonathan Freedman and Scott Fraser in a seminal study published in the journal \\ "Journal of Personality and Social Psychology". These researchers observed that people were more likely to comply with a smaller request after having rejected a larger request. This phenomenon contradicted the common intuition that people should be more reluctant to accept a second request after having rejected the first.
Underlying psychological principles
The gate technique face is based on several fundamental psychological principles that influence human behavior. One of these principles is reciprocity, which refers to the natural tendency of people to return a favor or kind gesture that they have received. By making a large initial concession that is rejected, it activates the feeling of obligation in the other person to reciprocate with a smaller concession, thus creating an equitable exchange.
Another principle underlying this technique is that of the consistency. Once a person has rejected an initial request, they are more likely to accept a second, smaller request to maintain consistency in their actions and decisions. This need to see oneself as coherent and congruent can lead people to accept a more modest request, even if they initially rejected it.
Practical application of the technique
The technique The door-in-the-face approach has proven effective in a variety of contexts, from sales persuasion to contract negotiation. Below are some situations in which this technique can be used successfully:
Marketing and sales
In the field of marketing and sales, the door technique Face can be applied by offering the customer an initial expensive or full option that is expected to be rejected, followed by a reduced or more affordable offer. For example, an insurance seller could start by presenting a premium package with all possible coverage and then offer a more basic plan with fewer features at a more affordable price. By comparing the second option with the first, the client may perceive it as more attractive and be more willing to accept it.
Negotiation and agreements
In negotiation situations, the door technique in the face can be used to achieve beneficial compromises and agreements. A negotiator could present an initially ambitious or demanding proposal that he knows will be rejected by the other party, and then offer a more reasonable alternative tailored to the needs of both parties. This strategy can facilitate the negotiation process by establishing a high initial baseline that is then modified to reach a mutually satisfactory agreement.
Ethical Considerations and Effectiveness
Although the negotiation technique The door in the face can be an effective persuasive tool, it also raises ethical and moral questions about manipulating and taking advantage of people's psychological vulnerabilities. It is important to use this technique responsibly and transparently, avoiding improper manipulation or coercion in any context.
Transparency and honesty
So that the door in the face technique is ethical and Effectively, it is crucial to clearly and honestly communicate both the initial request and the secondary request. Withholding information or misleading the other party can undermine trust and damage the relationship in the long term. It is recommended to explain the persuasion and negotiation process so that all parties involved understand mutual intentions and expectations.
Respect and dignity
It is essential to respect the autonomy and dignity of people when Use the door in the face technique. No one should be pressured or coerced into accepting a request, and each individual should be allowed to make free and conscious decisions. Ethical persuasion is based on mutual respect and collaboration, not on manipulation or taking advantage of the vulnerability of others.
Conclusions
In summary, the door technique Face is a powerful persuasion strategy that is based on the principles of reciprocity and consistency. By offering a large initial request that is expected to be rejected, followed by a more modest and realistic request, you can influence decision-making and increase the likelihood that the second request will be accepted. However, it is crucial to use this technique with responsibility, transparency and respect for others, avoiding manipulation and ensuring that all parties involved understand the process and the implications of their decisions.