【管理辭典】以退為進法 / “Door-in-the-face” Technique
「釋義」
以退為進法是一個主要出現(xiàn)在社會心理學中的討價方式。勸說者通過提出一個會被拒絕的離譜要求來讓被勸說者同意第二個較為合理的請求，較之單獨提出“合理的請求”更容易獲接受。因為這一理論中提出離譜要求就像被人關(guān)在門外，而在英語稱為“door-in-the-face”。?
「應(yīng)用場景」
為什么人們在拒絕了一個更大的要求后，會變得愿意考慮第一個請求呢？根據(jù)Cialdini和他的團隊的觀點，當我們從一個極端的要求中退縮，要求更少的時候，對方會把這看作是一種讓步，并覺得有義務(wù)對等。對等的準則迫使我們試圖以實物回報別人 "給予 "我們的東西，從幫忙、邀請到談判中的讓步。文化人類學家認為，互惠的驅(qū)動力在人類歷史進程中被硬生生地植入我們的大腦，因為它讓我們在 "人情網(wǎng) "中共享資源和技能。
Why did people become so willing to agree to consider the significant request after turning down a much larger one? According to Cialdini and his team, when we back down from an extreme request and ask for less, the other party views this as a concession and feels compelled to reciprocate it. The norm of reciprocity compels us to try to repay in kind what someone else has “given” us, from a favor to an invitation?to a concession in negotiation. Cultural anthropologists believe the drive to reciprocate was hardwired into our brains over the course of human history because it allowed us to share resources and skills in a “web of indebtedness.”
在談判和說服的背景下，Cialdini把用溫和的要求來跟進極端要求的策略稱為 "以退為進法"(DITF)，重現(xiàn)了房主在銷售人員提出荒謬要求后當面摔門的形象。研究表明，如果談判者在提出極端要求后再提出一個比較溫和的要求，后者很可能被接受。
In the context of negotiation and persuasion, Cialdini refers to the strategy of following up an extreme request with a moderate one the “door in the face” (DITF) technique, playing on the image of a homeowner slamming the door in a salesperson’s face after she makes a ridiculous request. Research suggests that if a negotiator follows up the extreme request with a more moderate one, the proverbial door may stay open.
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以上文字選自
The Door in the Face Technique: Will It Backfire?
哈佛法學院談判項目工作人員(PON Staff)?| 文
馬冰侖?丨編輯?
