Door In The Face Technique Psychology Example

Look disappointed but then make a request that is more reasonable.

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. Cialdini and his colleagues had a researcher approach students on campus and ask them to spend a day chaperoning juvenile delinquents on a trip to the zoo. First make a request of the other person that is excessive and to which they will most naturally refuse. The technique is referred to as ditf because it actually does involve a proverbial slamming of the door on someone s face request.

In flea markets for example where prices are often negotiable a man might ask an antique seller the price of a clock. This technique is used very commonly not only by salesmen and marketing professionals but examples are rife of such instances being used in everyday life as well like the example provided above. In one of the first scientific demonstrations of the door in the face technique robert b. The door in the face technique can be observed in many situations you may even have used it without realising.

The theory is that the initial rejection puts the other side in the mood to be more agreeable. The following are illustrative examples. Then the persuader presents a smaller and more reasonable request which was the intended request.