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QUESTION 17 Which of the following would be an example of using the door in the face technique to influence people? OA. Letting a person know that you will absolutely not budge from your current position in a negotiation. O B. First making a large request that you know people will almost surely refuse, then making a smaller request that they will feel obligated to honor. OC. Suggesting to a potential customer that other people are getting benefits that he or she is not getting. O D. Being vague about your actual negotiating position until the last possible minute.

QUESTION 17 Which of the following would be an example of using the door in the face technique to influence people? OA. Letting a person know that you will absolutely not budge from your current position in a negotiation. O B. First making a large request that you know people will almost surely refuse, then making a smaller request that they will feel obligated to honor. OC. Suggesting to a potential customer that other people are getting benefits that he or she is not getting. O D. Being vague about your actual negotiating position until the last possible minute.

Ciccarelli: Psychology_5 (5th Edition)
Ciccarelli: Psychology_5 (5th Edition)
5th Edition
ISBN:9780134477961
Author:Saundra K. Ciccarelli, J. Noland White
Publisher:Saundra K. Ciccarelli, J. Noland White
Chapter1: The Science Of Psychology
Section: Chapter Questions
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QUESTION 17 Which of the following would be an example of using the door in the face technique to influence people? O A. Letting a person know that you will absolutely not budge from your current position in a negotiation. OB. First making a large request that you know people will almost surely refuse, then making a smaller request that they will feel obligated to honor. OC. Suggesting to a potential customer that other people are getting benefits that he or she is not getting. O D. Being vague about your actual negotiating position until the last possible minute.
Transcribed Image Text:QUESTION 17 Which of the following would be an example of using the door in the face technique to influence people? O A. Letting a person know that you will absolutely not budge from your current position in a negotiation. OB. First making a large request that you know people will almost surely refuse, then making a smaller request that they will feel obligated to honor. OC. Suggesting to a potential customer that other people are getting benefits that he or she is not getting. O D. Being vague about your actual negotiating position until the last possible minute.
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