Discuss Techniques based on reciprocation and provide practical examples :
1. Door-in-the-face technique
The door-in-the-face technique is a persuading strategy where a person makes a large request that they know will be turned down, and then follows it up with a smaller, more reasonable request. This technique works on the principle of reciprocity – the recipient feels obligated to agree to the second request after having already refused the first one.
Practical examples of the door-in-the-face technique include:
- A fundraiser asking for a large donation from a potential donor, knowing that it is likely to be declined. They then follow up with a smaller donation request which is more likely to be accepted.
- A salesperson starting off by offering a high-priced product or service, and then presenting a lower-priced alternative as a way of closing the sale.
- A student asking a teacher for an extension on a major assignment, followed by a request for just a few extra days to complete it.
Overall, the door-in-the-face technique can be an effective way to increase compliance and persuade others to agree to a request by starting off with a large, unrealistic demand.