Understanding negotiation: First No than Yes |
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Understanding negotiation: First No than Yes
Dr KK Aggarwal & Professor Nitin Aggarwal,  12 May 2019
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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...
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