Unformatted text preview: Door-in-the-Face Technique A person who has refused a major request will be more likely later on to comply with a smaller request – After the door has been slammed in your face (major request refused), person may be more likely to agree to a smaller request Low-Ball Technique Commitment is gained first to reasonable or desirable terms, which are then made less reasonable or desirable – Henry accepts the price he states for a new car; then later Tillie the saleswoman tells Henry, “ The business would lose too much money on that price; can ’ t you take a bit less and add all these options? ”...
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- Spring '10
- Conformity, Thought, Henry, Low-ball technique, Foot-in-the-Door Effect, major request