Door In The Face Technique Psychology Example

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.

Door in the face technique psychology example.

First make a request of the other person that is excessive and to which they will most naturally refuse. 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. 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. In flea markets for example where prices are often negotiable a man might ask an antique seller the price of a clock.

The clock is priced at 500 the seller tells the man. The theory is that the initial rejection puts the other side in the mood to be more agreeable. In one of the first scientific demonstrations of the door in the face technique robert b. Look disappointed but then make a request that is more reasonable.

Then the persuader presents a smaller and more reasonable request which was the intended request. Door in the face is an analogy to a customer slamming a door in the face of a traveling salesperson after a unreasonable offer. The door in the face technique can be observed in many situations you may even have used it without realising.