"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. An initially large and almost unreasonable request is made, likely to be declined—hence the "door slammed-in-the-face" as the prospect rejects the proposal.  Then a second smaller and more reasonable request is made.  People accept the second request more readily than if they'd just been asked outright because the contrast between the two requests makes the second one seems so much better.

Does the Door-in-the-Face Technique Really Work?

Want to know more about how to use Door-in-the-Face?  You can also discover when DITF will backfire on you.  Find out the do’s and don’ts of this great persuasion technique.  Join me for this week’s podcast on DITF – When, How, Can It Backfire (Door In The Face Technique)

During each persuasive encounter, you must be careful with what gestures you use and don’t use.  Your gestures can attract your prospect and build trust or repel them and trigger distrust.  When you are aware of your body language, you can synchronize your nonverbals to create instant likeability and rapport.  You can create positive subconscious triggers.  If you don’t have to understand these nonverbals, you could come across as lying or nervous. 

Masks can put cognitive performance in check

Are you unknowingly doing some of these gestures and triggering distrust?  These are just a few of the things you are doing that could hurt your ability to influence.  Join me for this week’s podcast on Negotiation - Deception and Dirty Mind Tricks #2.  I will reveal the why, what to look for, and how to deal with deception.

What dirty mind games do people play during negotiation and persuasion?  What do they use to intimidate or change your perception of reality?  They tactics are not to use but help you be aware of when someone is trying to use these dark tricks to get their way.

Psychological Power is people's ability to influence you while disguising their true intentions. People who are adept at using Psychological Power seek to alter another individual’s perceptions. 

10 Moves to Reduce Deceptive Tactics in Negotiation

Join me for this week’s podcast on Negotiation - Deception and Dirty Mind Tricks #1.  I will detail many of these dirty tricks and why people still use them.  We will also talk about some solutions to each one of these tactics.