Door In The Face Technique Psychology Example
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The technique is referred to as ditf because it actually does involve a proverbial slamming of the door on someone s face request.
Door in the face technique psychology example. The door in the face ditf technique is a persuasion method eliciting compliance the persuader approaches an individual with a request that is so demanding or outrageous that it would most likely be refused. First make a request of the other person that is excessive and to which they will most naturally refuse. The theory is that the initial rejection puts the other side in the mood to be more agreeable. Door in the face is an analogy to a customer slamming a door in the face of a traveling salesperson after a unreasonable offer.
Then the persuader presents a smaller and more reasonable request which was the intended request. In one of the first scientific demonstrations of the door in the face technique robert b. Door in the face ditf techniques general persuasion sequential requests door in the face ditf description example discussion see also. The clock is priced at 500 the seller tells the man.
In flea markets for example where prices are often negotiable a man might ask an antique seller the price of a clock. Look disappointed but then make a request that is more reasonable. The following are illustrative examples.
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