logo

Door in the Face

Knowledge Center

Summary, forum, best practices, expert tips and information sources.

11 items • 22.425 visits

EnglishEnglishTranslate


Summary

What is Door in the Face? Meaning.

Door in the Face

Door in the Face is a persuasive technique based on initially asking an excessive request and then reduce it.


The technique of the Door in the Face is also known as DITF or Rejection then Retreat. Researched by R.B. Cialdini, J.A. Miller, J.T. Cacioppo, R. Basset in 1978, the Door in the Face approach is widely used by media and politicians, salesmen and buyers.


It consists of making an initial excessive request (or statement in the case of a media) that is likely to be not accepted. Then the request is lowered to a more reasonable one to get a “yes”.


Steps in the Door in the Face Approach. Process

The DIFT process is the following:

  1. Make an initial request that looks unacceptable. The interlocutor will initially refuse, but will then feel automatically guilty for having rejected somehow another person.
  2. With a disappointed tone ask a second request that looks more reasonable according to the interlocutor’s possibility. The second request will be perceived by the interlocutor as a chance to mitigate his/her sense of guilt. In addition, the second request appears small compared to the first one (contrast principle), therefore the chances of getting a positive feedback increase.

Assumptions of the Door in the Face Approach. Conditions

The assumptions of the DIFT method are:

  1. The second request has to be made right after the first one to exploit the sense of guiltiness.
  2. The topic of the request has to be acceptable by the interlocutor. In other words, the refuse at initial stage should come from a quantitatively excessive request: a price too high in the case of a seller, too much discount in the case of a buyer, etc…

Special Interest Group

Door in the Face Special Interest Group.


Special Interest Group
Special Interest Group (10 members)

Forum

Forum about the Door in the Face. Below you can ask a question about this topic, share your experiences, report a new development, or explain something.


topic The 1975 Door in the Face Experiment by Cialdini a.o.
In 1975, an experiment was conducted by Cialdini and his colleagues to study this phenomenon: People were divided into 3 groups. The 1st group was asked to volunteer as counselors for a group...
Rating3
 
🔥 Examples of Door in the Face Technique
Here are some simple examples of the Door in the Face Technique: Business owner to account manager of a bank: Request 1: Could I borrow $100,000 to expand my business? Request 2: Could I borrow $...
Rating0
 

Start a new topic

Start a new topic about the Door in the Face

Best Practices

The best, top-rated topics about the Door in the Face. Here you will find the most valuable ideas and practical suggestions.


Expert Tips

Advanced insights about the Door in the Face. Here you will find professional advices by experts.


Information Sources

Various sources of information regarding the Door in the Face. Here you will find powerpoints, videos, news, etc. to use in your own lectures and workshops.


Presentation

40 Proven Ways to Be Persuasive

Persuasion Techniques, Persuasion Theory
Interesting presentation that describes 50 scientifically proven ways to be persuasive. 1. Six Universal Principles of ...
Presentation

Group Influences and Opinion Leadership

Groupthink, Group Dynamics, Word of Mouth Marketing, Sales, Opinion Leadership, Convincing People, Persuation
Presentation about Group Influences, including various related concepts such as the Social Comparison Theory and Word-of...

Research Links

Jump to further research sources regarding the Door in the Face.


NWS

News

VID

Videos

PRS

Presentations

 
BKS

Books

ACA

Academic

WIK

More


Compare with: Mirroring and Matching  |  Foot in the Door  |  Persuasion Techniques  |  Persuasion Theory  |  Sleeper Effect  |  Bait and Switch  |  Forced Compliance  |  4 Ps of Persuasion  |  Validity Effect  |  Low Ball Technique  |  Framing  |  Balance Theory  |  Cognitive Dissonance

Special Interest Group

Special Interest Group

Do you know a lot about the Door in the Face? Become our SIG Leader and gain worldwide recognition as an expert.

 

Return to Management Hub: Communication & Skills  |  Ethics & Responsibility  |  Marketing & Sales


More on Management  |  Return to Management Dictionary

 

This ends our Door in the Face summary and forum.



About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
© 2023 12manage - The Executive Fast Track. V16.3 - Last updated: 26-9-2023. All names ™ of their owners.




12manage is looking for BA/MBA students. More info.