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How to Use the Door-in-the-Face Technique at Work
Season 3
Episode 130
Published 4 weeks, 1 day ago
Description
Lucas and Luna explore the 'door-in-the-face' persuasion technique — asking for something extreme, then retreating to your actual request to get a yes. They break down a real case: how a mid-level marketer at HubSpot used it to get a $50k budget approved by first asking for $200k. They explain the psychology (reciprocal concessions, guilt reduction), the risks (damaged trust, reputation as a negotiator), and how to deploy it strategically without burning bridges. A practical episode for anyone who needs to sell an idea, a budget, or a big ask up the chain.