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Door in the FaceKnowledge Center |
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![]() What is Door in the Face? Meaning.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. ProcessThe DIFT process is the following:
Assumptions of the Door in the Face Approach. ConditionsThe assumptions of the DIFT method are:
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 |
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