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Killer Negotiator 101 – Foot in the Door technique

Killer Negotiator 101 – Foot in the Door technique

The Killer Negotiator Series

We are all trying to be a killer negotiator in one way or the other. Whether it is trying to convince your boss for a raise or your spouse to throw a party together, we all need to be killer negotiators.

The ability to negotiate changes your life. You get noticed by people who matter. It can get you that next promotion. You may get amazing unexpected calls or job offers beyond your wildest dreams. In your personal life, it can make you very very peaceful. A killer negotiator simply bypasses the rat race!

In the series of posts on being a killer negotiator, we have discussed that your first premise must be- Everybody is a Good Guy, you need to break the Self-Serving Bias, you need to Say less and listen more, and you can effectively use the Benjamin Franklin effect during negotiation. Once you complete this series and start practicing its concepts, no one can beat you.

Here comes the next hack!!!

The Foot in the Door Technique

An extension of the Benjamin Franklin Effect is the foot in the door technique, another masterpiece!

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The FITD technique is a phenomenon whereby a person who has done you a small favor (which he was not forced into), will easily want to do another bigger favor next time with increased vigor. Not only that, the person will actually feel great about doing you the favor.

In other words, when you get them to say a small yes, they are more likely to say the bigger YES.

Killer negotiator

    How the Killer Negotiator negotiates- an example

    I am a very skeptical online buyer. I don’t budge easily.

    I use a software called Grammarly for my writing. It is a good one to correct your grammatical mistakes. When I installed Grammarly, it said the software was free to use with some additional features for the paid version. That’s their foot in the door. Strike one!

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    I used the free version for about two months. I was happy and wanted to see if the paid version was worth it. But paying for a whole year upfront seemed steep. I did not even know if I will be satisfied. So there came the next offer. Grammarly introduced the free one-week trial of the paid version. I was overjoyed. I could try it for a week without any charges and correct all my works by then!! All for free!! I went for the one week Free trial. That’s strike two!!

    When I used it for a week, I realized it was much better than the unpaid version. And that’s when they lured me giving me a 100$ discount for the first year of Grammarly use. Strike three!

    I went forth and bought it. Now once I use it for a year I have the option to discontinue the payment, or I can keep renewing my subscription. Once I use it for a year with total satisfaction, what are the odds I will discontinue use? Probably not. I will re-subscribe even if that is much more than my first year’s subscription cost. Strike four!

    See how the offer slowly paced up? That is how the Killer negotiator does it!

    The practical use of FITD

    FITD is similar to the Franklin effect.  However, in FITD, the ‘small favor’ need not be personal. You can relate it directly to that big favor you want.

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    You can offer something very insignificant to the customer which they are also “free to refuse”. Taking this small step infuses benevolence in the other person.  When he or she says yes to the first small favor you asked for; he is much more likely to do you progressively greater favors being guided by the phenomenon which social psychologists call ‘successive approximations.’ This can be proved.

    1. In one experiment, few women were requested to take part in a survey of household products. After a few weeks, the experimenters said that a few people would be sent to their homes to decide how to modify their kitchen for the better. Those women who took part in the survey were twice as likely to agree the bigger request than those who did not take the survey.
    2. A group of people who filled up a questionnaire on Organ donation were twice as likely to volunteer as organ donors than those who did not.
    3. In another experiment, people were asked to put up a Big Sign in front of their house saying “Drive Carefully.” Most people refused this. Next, a few people were asked to put up a smaller sign – “Be a safe driver” for a few days, and then followed up with the big ugly sign – “Drive Carefully.” This time, most people agreed.
    4. Follow the questions below. The second question is likely to have a greater likelihood of approval if preceded by the first question.

    “Can I go over to Suzy’s house for an hour?” followed by, “Can I stay the night?”

    “Can I borrow your pen?” followed by, “Can I use your computer for a while? Mine is very slow.”

    “Can I borrow the car to go to the store?” followed by, “Can I borrow the car for the weekend?”

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    Business deal concept

      Action Plan:

      1. Break down your offer in parts. If you don’t think that’s possible, create a smaller thing to offer for free, such as a free trial.
      2. Offer the first part at a very low price (or none).
      3. The other party must feel that the offer is really attractive. Just get them to agree. Remember, this time, your aim is to put the foot in the door only, not to make a profit.
      4. Use this opportunity to build up credibility and trust.
      5. Once people get the hang of it, come up with the bigger offer with the higher price. This time, your offer is much more likely to be accepted.

      Conclusion

      None of these techniques are meant to outsmart the person on the other end. That is not the goal of a negotiator. The first rule of being a killer negotiator still happens to be:

      A killer negotiator gets a win-win for both parties!

      When you keep the other person’s interest in view, your deal will be sold!

      Featured photo credit: Free Images.com via freeimages.com

      More by this author

      Silence Can Solve Problems That Words Cannot Motivate ourselves Motivate Yourself: Three Tricks to Kick Your Own Ass 4 Steps to Learn from your Mistakes 8 Killer Negotiation Tricks Clients Don’t Want You To Know Killer Negotiator 101 – Framing a Killer Sales Pitch

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      Last Updated on March 31, 2020

      How to Use Visual Learning to Work More Effectively

      How to Use Visual Learning to Work More Effectively

      Knowledge is essential to become successful in life, your career and your business. Without learning new concepts and becoming proficient in our craft, we cannot excel in our chosen careers or archive knowledge to pass down to the next generation.

      But content comes in various forms, and because how we learn influences how much we know, we need to talk about learning styles. This article will focus on how to utilize visual learning to boost your career or business.

      The Importance of Knowing Your Learning Style

      Knowing your learning style enables you to process new information to the best of your ability. Not only does it reduce your learning curve, you’re able to communicate these same concepts to others effectively.

      But it all starts when you’re able to first identify the best way you learn.

      As a college student, I soon figured out that taking online courses without visual aids or having an instructor in front of me led to poor retention of concepts.

      Sure, I got good grades and performed excellently in my online exams. However. I discovered that I couldn’t maintain this performance level because I forgot 80 percent of the course content by the end of the semester.

      There are several types of learning styles known to mankind. To give an idea of how visual learning stacks up against other learning styles, here’s a brief mention of some of the different types of learning styles we have.

      The four most popular types of learning styles are:

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      • Visual learning style (what this article talks about).
      • Aural or auditory learning style (learning by listening to information presented).
      • Verbal or linguistic learning style (learning that involves speech and writing).
      • Tactile learning style (learning by touching and doing)

      But for the purposes of this article, we will be focusing on using visual learning to boost your career or business.

      How to Know If You’re a Visual Learner?

      When it comes to boosting your career, business (or education), a visual learner is one who would most definitely choose shapes, images, symbols, or reading over auditory messages.

      I’m talking about preferring to read an actual map when navigating to a new place over listening to verbal directions. I’m talking about discovering that you actually have trouble remembering what your manager said at the meeting because there were no graphs or illustrations to support the points raised.

      Most people who struggle with learning probably aren’t leveraging their best learning styles. The earlier you identify how your learning style can boost your success, the less struggle you will encounter with processing new information throughout your career.

      However, visual learning in particular CAN 10x your career or business whether it is your preferred learning style or not. And here’s why:

      Several studies have arrived at the conclusion that the brain retains more information with the help of visual aids. In other words, images are directly processed by our long-term memory which helps us store information for longer periods of time.[1]

      While some lessons can be performed orally, several concepts can only make sense if you have an image with an explanation of sequences (i.e learning about the human DNA).

      Visual learning does use a different part of the brain and visual cues are processed by the part of the brain known as the occipital lobe.

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      By engaging more parts of the brain during learning, you’re able to have a fuller understanding of concepts and facilitate better interaction with your immediate environment.

      How to Use Visual Learning for Success

      Here’re 4 ways to use visual learning to boost your career or business:

      1. Bring back the to-do list. Then add shapes and colors to boost productivity.

      We live in an age where computers have taken over virtually every aspect of productivity and most human functions. But written lists are making a comeback, and with an endless number of important tasks to complete, having a to-do list of tasks in order of importance can improve your productivity.

      While coming up with a list is initially challenging, adding colors and shapes to written lists that you personally write and manage gives you an extra layer of assurance and boosts aids recall so that you actually get stuff done.

      I have tried this technique in my work as a registered nurse and discovered that adding shapes and colors to to-do lists helps me delegate tasks, recognize where more work is needed, and makes it easy to cross off completed tasks at the end of the day.

      2. Add graphs, charts and symbols to your reports.

      Yes, it seems like more work cut out for you. However, graphs enable you monitor the heartbeat of your business.

      Graphs and charts help you trend your finances, budget, and pretty much any data overtime. With the help of free and premium software available on the market, it has become easier to take plain data and in a matter of seconds, have relevant information displayed in different shapes and images.

      As an entrepreneur, you can make predictions and allocate funds wisely when you’re able to see whether your efforts are rewarded. You can use colors and charts to delegate actions to members of your team and track performance at the same time.

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      And when broken down into monthly, quarterly, bi-annual or annual goals, graphs and charts communicate what ordinary text cannot.

      3. Effectively brainstorm with mind-mapping.

      Mind-mapping is not new but I don’t think it’s been talked about as often as we do to-do lists.

      With mind mapping, you’re organizing information accurately and drawing relationships between concepts and pieces from a whole.

      Think of a mind map as a tree with several branches. For example, the tree can symbolize healthcare while each branch stands for nursing, medicine, laboratory science, and so on. When you look at nursing, you can further branch out into types of nursing; pediatric, women’s health, critical care, and so on.

      It’s an interesting relationship; the more ideas you’re able to come up with for your chosen subject, the deeper you get and the stronger the association.

      Mind maps really show you relationships between subjects and topics, and simplifies processes that might seem complicated at first glance. In a way, it is like a graphical representation of facts presented in a simple, visual format.

      Mind mapping isn’t only limited to career professionals; business owners can benefit from mind mapping by organizing their online learning activities and breaking down complex tasks into simple actions so that you can accurately measure productivity.

      4. Add video streaming to meetings.

      What if you could double the productivity of your team members by video streaming your meetings or adding flash animation to your presentation at the same time?

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      When you offer video as an alternative method of processing information to colleagues, there is a greater chance of retaining information because we recreate these stories into images in our minds.

      For organizations that hold virtual meetings, it can also be an effective way to enhance performance during if people can see their colleagues in addition to flash animation or whatever form of video is provided during the meeting.

      Is Visual Learning Better Than Other Learning Styles?

      No, that is not the point. The goal here is to supplement your existing dominant learning style with visual learning so that you can experience a significant boost in how you process and use everyday information.

      You might discover that understanding scientific concepts are much easier after incorporating visual learning or that you’re able to understand your organization’s value when projected on a visual screen with charts and graphs.

      The overall goal is to always be learning and to continue to leverage visual learning style in your career and business.

      More About Learning Styles

      Featured photo credit: Unsplash via unsplash.com

      Reference

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