Learn more about the door in the face technique, which is a great persuasion technique. Youcan learn more at www.vinh.ly

1. Door in the face
The bold way to gain compliance

3. • Here is a negotiation tactic that
consists in presenting an unreasonable
offer first, paving the way to a more
reasonable offer. Door-in-the-
face works a lot better when the two
offers are linked so that the second
offer is a diluted version of the first
one.

4. • This technique enables the other person
to reduce the guilt of refusal. Door in
the face works best with
acquaintances, as the guilt of refusal
might be higher.

5. Examples:
• Would you donate to our noble cause to
save baby seals? No? Then would you sign
our petition?
• Could you get the assignment done by
tomorrow, tuesday? No? What about
Friday?
• Are you interested in this state of the art
plasma TV with 3D capability at $2399?
How about this $500 HD TV which is a
just tad smaller ?

6. • Can you find other clever ways to use
that technique?
• Visit www.vinh.ly for marketing and
persuasion techniques with comics