You are having a garage sale, and you have decided to negotiate with buyers rather than display fixed prices. Your technique is to quote an inflated price (e.g., $50 for a broken exercise bicycle) and then "bargain" by coming down to a lower, more reasonable price. You hope that the lower price will then appear to be supremely fair. You are apparently using the ____.

A) foot-in-the-door technique
B) door-in-the-face technique
C) disrupt-then-reframe technique
D) that's-not-all technique

Question

Michelle Watson · Accepted Answer

Final Answer : B, Explanation :  The door-in-the-face technique involves initially making a large request that is likely to be refused, and then following it up with a smaller, more reasonable request. By quoting an inflated price and then lowering it, you are essentially making a large request followed by a smaller one, hoping the second, more reasonable price will be accepted.

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