Two negotiation techniques to advance favorably by gradually raising or lowering the "hurdle" at 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, has published a page titled "Two Negotiation Techniques to Advantageously Proceed 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 Overview: Excerpts)
■ Increase acceptance rates with "small request → large request"! 'Foot-in-the-Door'
■ Lower the hurdle and end up accepting with "large request → small request"! 'Door-in-the-Face'
■ Differences between the two negotiation techniques and common pitfalls when utilizing them, along with 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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