You are negotiating a sales contract for your company.During the negotiation,your opponent asks for a very large concession or favor from you which you are most likely to refuse.When you refuse the request,the negotiator makes a much smaller request,which is the option he or she wanted all along.Which of the following techniques of negotiation is being used by your opponent?

Question

Quizplus · Accepted Answer

The negotiator is using the door-in-the-face technique where they ask for a large concession or favor that they know will be refused, but then follow it up with a smaller request that was actually their target all along. This is a common technique used in negotiations to make the smaller request seem more reasonable and increase the chances of getting it accepted.

You Are Negotiating a Sales Contract for Your Company