Calculated Rejection: The Psychology of the Absurd Request

Beschreibung

You do not ask for what you want. You ask for something completely outrageous, knowing they will say no, so they feel guilty enough to say yes to the real request.
Most amateur negotiators believe that to get what you want, you must start by asking for something small to build trust. Professional psychologists and master negotiators know that the exact opposite is mathematically far more effective. This is the Door-in-the-Face technique. The strategy requires you to intentionally make a massive, outrageous request that you absolutely know will be rejected. When the target slams the proverbial door in your face, a powerful subconscious mechanism of social guilt and reciprocity takes over. When you immediately follow up with your true, much smaller request, the target perceives it as a massive concession on your part, triggering a biological obligation to agree. This book deconstructs the dark arts of compliance psychology. We examine how non-profits use this to multiply donations, how corporate executives trap rivals in boardrooms, and the exact biological limits of social rejection. Master the architecture of the perfect "No." Learn how to weaponize the feeling of guilt to force your opponents into gladly giving you exactly what you wanted all along.

Autor*in

Brian Bishop
Author

Themen in »Calculated Rejection: The Psychology of the Absurd Request«

door in the face technique compliance psychology negotiation strategies behavioral economics rejection mechanics extreme requests social influence

Stimmen zu »Calculated Rejection: The Psychology of the Absurd Request«

Details

Link teilen