The door‑in‑the‑face sequence starts with a large ask, then retreats to a smaller target request. Assess mechanisms, boundary conditions, and ethical limits in negotiations and offers.
The mechanism most often cited for door‑in‑the‑face is ______.
mere exposure
reciprocal concessions
sunk cost fallacy
authority bias
Which pattern best fits an ethical application in pricing?
start with an impossible price, then add junk fees
start with a premium bundle, then offer a pared option without hiding fees
threaten access loss if they refuse
rotate terms mid‑checkout
A known boundary condition is that the initial ask must be ______.
credible yet rejectable
absurd and insulting
identical to the final ask
secret
Compared with foot‑in‑the‑door, door‑in‑the‑face relies more on ______.
contrast and reciprocity
liking and unity
authority and scarcity
consistency and commitment
In repeated relationships, overusing DITF can ______.
ensure price parity
eliminate negotiation time
erode trust and reduce later compliance
guarantee higher lifetime value
A fair counterpart to a DITF concession in B2B negotiation is ______.
silently changing SLAs
requesting a reciprocal term such as longer commitment or reduced scope
demanding hidden surcharges later
withholding documentation
For experiments, compliance is highest when the second ask is ______ the first.
larger than
time‑delayed by months from
unrelated to
moderate and directly related to
A disclosure practice that preserves ethics is to ______.
auto‑add add‑ons after refusal
state that the premium option may be more than you need and propose an alternative
hide the cheaper option
bury terms in footnotes
In subscription upsells, a safe retreat is to offer ______.
retroactive price changes
silent add‑ons
a lower‑tier plan or shorter term without penalty
forced annual prepay
A metric signaling backlash from heavy DITF use is ______.
RSS subscribers
blog scroll depth
favicon impressions
complaint rate and opt‑out after offers
Starter
Good start—anchor credibly, retreat transparently, and log concessions.
Solid
Well done—balance reciprocity with relationship health and related asks.
Expert!
Excellent—your use respects boundaries, avoiding manipulation and trust erosion.
