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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 October 18, 2018

      10 Key Characteristics of a Highly Successful Entrepreneur

      10 Key Characteristics of a Highly Successful Entrepreneur

      When it comes to starting your own business and pursuing your dream of becoming an entrepreneur, it can be advantageous to go all in and embrace the flexibility of finally quitting your day job.

      Keep in mind, though, that it takes a special kind of person to take the business world by storm: a person who has cultivated the key characteristics of entrepreneurial success.

      People with these characteristics are likely to succeed, whereas people without them have difficulty moving forward with even the most brilliant business ideas.

      These characteristics of an entrepreneur are so important that I’ve decided to cover all 10 of them in detail so that you can start your business with your best foot forward.

      1. Successful Entrepreneurs Practice Discipline

      Plenty of business experts claim that you can’t get anywhere as an entrepreneur without vision or creativity, but that’s simply not the truth. Instead, the one quality that no entrepreneur can be successful without is discipline.

      To build an idea into a business, you have to have the discipline to spend time slogging through the least fun parts of running a business (like the bookkeeping), rather than taking that time to do something fun.

      Andrew Carnegie, one of the most financially successful Americans of all time, grew up working dull and difficult jobs in factories. Despite going to bed hungry some nights, he continued doing his best work. He was eventually hired by a railroad company and continued to move up the ladder until starting his own successful businesses. Carnegie is a fine example of an entrepreneur dedicated to discipline and hard work. He truly earned his dreams of prosperity and success.

      When you’re the boss, there’s no one to keep you at work except yourself — and there’s no short-term consequences for skipping out early.

      Sure, if an entrepreneur plays hooky enough he knows that the business just won’t happen, but it’s very hard to convince someone that ‘just this once’ won’t hurt (and to keep ‘just this once’ from becoming a daily occurrence).

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      2. Successful Entrepreneurs Keep Calm

      Things go wrong when you run your own business.

      Most entrepreneurs go through crises with their businesses — and more than a few wind up with outright failures on their hands. But when you’re responsible for a business, you have to be able to keep calm in any situation. Any other reaction — whether you lose your temper or get flustered — compounds the problem.

      Instead, a good entrepreneur must have the ability to keep his cool in an emergency or crisis. It may not make the problem easier to solve, but it certainly won’t make it harder.

      Honestly, losing your calm is a quick path to becoming the kind of person who gives up in the face of adversity. Instead giving in to frustration, remember classic entrepreneur Benjamin Franklin.

      Franklin kept his calm as he experimented and tweaked his inventions again and again in pursuit of success. He didn’t give up during his many failures – he chose to innovate. You can choose innovation, too.

      If an entrepreneur can handle failure without frustration or anger, s/he can move past it to find success.

      3. Successful Entrepreneurs Pay Attention to Details

      Restricting your attention to the big picture can be even more problematic than ‘sweating the small stuff.’

      As an entrepreneur, unless venture capital has magically dropped out of the sky, a small expense can be a killer. It’s attention to detail that can make a small business successful when it has competition and it’s attention to detail that can keep costs down.

      Attention to detail can be difficult to maintain — going over ledgers can be tedious even when you aren’t trying to pay close attention — but keeping your eye on a long-term vision is just asking for a problem to sneak in under a radar.

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      After a business grows, an entrepreneur might be able to hire someone to worry about the details. In the beginning, though, only one person can take responsibility for the details.

      Skeptical about the importance of details? Look no further than Howard Schultz, who grew a small coffee shop called Starbucks into one of the most globally successful coffee businesses in the world through his extreme attention to detail.

      He is famous for taking all aspects of growing a business into account, paying attention not only to financially smart business decisions, but also focusing on socially responsible business decisions. Details can take you far.

      4. Successful Entrepreneurs Embrace Risks

      No entrepreneur has a sure thing, no matter how much money s/he stands to earn on a given product. Even if a product tests well, the market can change, the warehouse can burn down and a whole slew of other misfortune can befall a small business.

      It’s absolutely risky to run a business of your own and while you can get some insurance, it’s not like most investment options. Even worse, if something does go wrong, it’s the entrepreneur’s responsibility — no matter the actual cause. In order to deal with all of that without developing an ulcer, you have to have a good tolerance for risk.

      You don’t need to channel your inner frat boy and take on absolutely stupid risks, but you need to know just how much you can afford to risk — and get a good idea of how likely you are to lose it. If the numbers make you uncomfortable, the risk is too great.

      Embracing risks is essential for growth and additional success, as well. Walt Disney, for example, could have stayed comfortable with his advances in the film and animation industries, but decided to expand his brand with a new dream: a theme park that soared above the competition. Without taking this risk, the incredibly successful Disney theme park empire would never have come about.

      An entrepreneur has to be willing to accept pretty big risks, with some level of comfort.

      5. Successful Entrepreneurs are Balanced

      You can take any characteristic too far. There’s a point at which attention to detail can become obsession or calm can become unemotional response.

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      As an entrepreneur, you have to be able to balance your characteristics, getting the most of them without going over the edge. But balance for an entrepreneur goes far beyond keeping your characteristics in check, though.

      Just as an entrepreneur doesn’t have a boss to keep them at work when necessary, they don’t have one to send them home when they’re done. If you are working for yourself, you have to decide how to balance your work and home life — and if you have a day job to add into the equation, balance just gets more complicated.

      Oprah Winfrey, one of the most successful and influential entrepreneurs out there, understands the importance of balance. Winfrey has a lot going on; she runs her own media kingdom, acts, produces films, publishes print, and more. In an interview with Fast Company,[1] she talks about her efforts to balance priorities and self care, saying that she must ask herself what is truly important in each limited day.

      You may or may not have as much on your plate as Oprah, but learning how to balance whatever you have going on in life will certainly help you farther along down the road as you learn to be a great entrepreneur.

      6. Successful Entrepreneurs are Passionate and Motivated

      In order to develop any of the above characteristics, you must have a foundation of passion. Staying disciplined day after day during the building of your business takes unrivaled motivation.

      Before you start any business, ask yourself if you can sustain true excitement about your idea during even the darkest days ahead of you. If the answer is yes, then good for you! Nurture your natural motivation by taking these action steps throughout your business journey:

      • Commit to making short and long-term goals. Check in with them often to stay on task.
      • Have a plan in place for the inevitable days when you feel discouraged. Make a list of things that will help keep you motivated and focused.
      • Share your ideas with trusted individuals who are just as excited as you are. They will help keep your enthusiasm rolling even when you are feeling down.

      By being prepared for apathetic days and holding fast to your authentic passion, you can actually enjoy your journey to success.

      7. Successful Entrepreneurs Adapt

      Remember this one word: flexibility. Seasoned entrepreneurs know that change is not only a part of life, but also a part of the business world. Expect change and choose to adapt.

      As a new entrepreneur, it will be tempting to cling to your original business plan with no exceptions, even if you notice it isn’t working. Good entrepreneurs know that it’s okay to make smart, informed changes in order to ensure efficiency.

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      8. Successful Entrepreneurs are Marketing and Sales Experts

      No matter what kind of business you are starting, a knowledge of marketing and sales will save you many headaches. A passion for creating a beautiful handmade lifestyle product is not enough to run a successful lifestyle brand; it is critical that you understand key business principles in addition to your natural skills or great product line.

      Not sure how to start? Taking business courses is a great idea, but you can also easily brush up on sales and marketing through free online resources. Check out these 10 Sales Skills Everyone Should Master To Be Successful to begin now.

      9. Successful Entrepreneurs Have Strong Money Management

      Along with sales and marketing skills, money management is a very useful tool in the box of the entrepreneur. Understanding how to best manage your money can be the difference between early success and early failure in the business world.

      If money management isn’t your strongest skill, prepare to hire a financial expert to help you with any tricky business that comes up. Financial guidance and knowledge is never a bad idea.

      10. Successful Entrepreneurs Ask Questions and Continually Improve

      Pride is a natural human quality, but it’s important to humbly conduct some constructive criticism every now and again on both yourself as a leader and your new business as a whole.

      Assess how things are going and be willing to make positive changes if necessary. Here’re 15 ways to cultivate lifelong learning.

      If you are always improving, then how can you ultimately fail?

      The Bottom Line

      Let me remind you of one important fact: the qualities of an entrepreneur listed here are not exclusively available to some people and elusive to others.

      Although some people may have natural strengths and weaknesses, these qualities can be learned by anyone interested in taking up the entrepreneurial challenge. It might not be easy to change old habits, but it is absolutely possible to cultivate these characteristics in yourself.

      Whether you’re a business owner or an aspiring entrepreneur, with hard work, you can train yourself to develop the qualities that truly determine the entrepreneurial spirit and future success.

      Featured photo credit: Unsplash via unsplash.com

      Reference

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