This preview shows page 1. Sign up to view the full content.
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?...
View Full Document
- Spring '10