A boss tells employees he will be cutting salaries by 20 percent. When employees protest, he says he will cut salaries by only 5 percent. This is an example of the _______ technique and employees are likely to _______ the 5 percent salary cut.

Question

Quizplus · Accepted Answer

The boss initially makes a large, unreasonable request (20 percent salary cut) that he expects to be refused, and then makes a smaller, more reasonable request (5 percent salary cut). This is an example of the door-in-the-face technique, where the second, smaller request is more likely to be accepted because it seems much more reasonable in comparison to the first.

A Boss Tells Employees He Will Be Cutting Salaries by 20