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Dr KK Aggarwal & Professor Nitin Aggarwal 12 May 2019
SFO: DIFT and FTID are two important negotiation principles.
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 unrealistic unreasonable request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuaders face.
The respondent is then more likely to agree to a second, more reasonable request, than if that same request is made in isolation.
It works on the basic human need of pleasing people. The subject feels guilty for having denied the first request and causing disappointment to the persuader, so when he is given a second choice (or a second chance), and a much more reasonable one at that, he finds it easier to accept it and redeem himself of his negative feelings, if you may.Examples
Foot-in-the-door (FITD) technique: The persuader begins with a small request and gradually increases the demands of each request. This is a usual bargaining in day to day life.
Both the FITD and DITF techniques increase the likelihood a respondent will agree to the second request.
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