Foot In The Face Negotiation Analysis

III. „Confidence” negotiation technique starts from the premise that everybody is wearing a mask that hides the real person. When using this technique, the negotiator is the first who reveals himself ant starts making confidences in order to win the other part trust. Creating this way a bond, the other part will also start to make confidence to the negotiator. But there are some limits regarding the information contained in the confidence as well as using this technique in a conflict negotiation where the only thing one might obtain is providing the other one the opportunity to exploit the weakness of the other part.

IV. „Door in the face” negotiation technique is a compliance method commonly studied in social psychology. The negotiator attempts

„Foot in the door” negotiation technique (FITD) it’s actually a manipulation technique, and it works by first getting a small 'yes' and then getting an even bigger 'yes.' In the process of the negotiation one part wants to prove to the other one about being right. This technique comes from the metaphor of someone putting the foot between the door and the frame in order to let the door slightly open. One of the parties is asking for something small but very difficult to deny, and then it makes the initial (actual) demand. Foot-in-the-door technique is a compliance tactic that involves getting a person to agree to a large request by first setting them up by having that person agrees to a modest request. The foot-in-the-door technique succeeds owing to a basic human reality that social scientists call "successive approximations". Essentially, the more a subject goes along with small requests or commitments, the more likely that subject is to continue in a desired direction of attitude or behavioural change and feel obligated to go along with larger requests. The principle involved is that a small agreement creates a bond between the requester and the requester. Even though the requester may only have agreed to a trivial request out of politeness, this forms a bond which – when the requester attempts to justify the decision to themselves – may be mistaken for a genuine affinity with the requester, or an interest in the subject of the request. When a future request is

„Good negotiator – bad negotiator” negotiation technique is a technique that requires a team of at least two negotiators who take apparently opposing approaches to the subject. The negotiators may interview the other part alternately or may confront the subject at the same time. One of them plays the role of "bad negotiator" takes an aggressive, negative position towards the subject, making blatant accusations, derogatory comments, threats, and in general creating antipathy between the subject and himself. This sets the stage for the "good negotiator" to act sympathetically, appearing supportive and understanding, and in general showing sympathy for the subject. The good negotiator will also defend the other part from the bad negotiator. The other part may feel they can cooperate with the good negotiator either out of trust or out of fear of the bad negotiator. They may then seek protection by and trust the good negotiator and agreeing the terms of the negotiation proposed by the good