Two negotiation techniques to advance favorably by gradually raising or lowering the "hurdle" - SBS Marketing Co., Ltd.

SBS Marketing Co., Ltd., which provides consulting services related to marketing, sales promotion, and customer acquisition primarily in the BtoB (business-to-business) sector based on practical experience in support companies and business companies, published a page titled "Two Negotiation Techniques to Advance Favorably by Gradually Raising or Lowering the 'Hurdle'" on January 14, 2025 (Tuesday).
The page explains the overview and differences of the negotiation techniques rooted in psychology, 'Foot-in-the-Door' and 'Door-in-the-Face', common pitfalls that may occur when utilizing them, and countermeasures, as well as the 'Lowball Technique'.
(Page Summary: Excerpts)
■ Increase acceptance rates with "small request → large request"! 'Foot-in-the-Door'
■ Lower the hurdle and end up agreeing with "large request → small request"! 'Door-in-the-Face'
■ Differences between the two negotiation techniques, common pitfalls when utilizing them, and countermeasures (DL content only)
▼ For more details, please visit this page.
https://sbsmarketing.co.jp/blog/2-negotiation-techniques-2025-01/

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