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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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      Published on October 8, 2019

      How to Advance Your Career (and the Big Mistakes You May be Making)

      How to Advance Your Career (and the Big Mistakes You May be Making)

      The late writer William S. Burroughs once said that “When you stop growing, you start dying.” It might have a morbid undertone, but it’s one hundred percent true in terms of one’s career.

      The days of finding a job with one company that you can stick with for 30 years, and simply relax as you move up its company escalator are few and far between in today’s world. This isn’t necessarily bad news. On the contrary, it means that you’re the one in charge of shaping your career advancement.

      By putting these principles and behaviors into practice, you’ll begin to see how to advance your career quickly. Ready? Let’s get started…

      1. Define What Success Is for You

      There’s no right or wrong definition of what success in your career looks like. The important thing is to figure out what success looks like for YOU. It might, and probably will, change along the way, but if you don’t have some sort of milestone on the horizon, then you won’t know which direction to go in.

      Think about success in your career in terms of one year, five years, and 10 years. Once you have that, it’s time to lace up your boots and get to work.

      2. Learn How to Develop and Follow a Plan

      Nobody just stumbles upon success accidentally. Sure, they may stumble upon breakthroughs or new methods accidentally, but all success stories have one thing in common — a plan.

      Establish a timeline for the things that you want to achieve in your career in the next year, five years, 10 years, and so on. Consider the skills that you’ll need to learn to make these things happen and work on acquiring them.

      3. Surround Yourself With Those Better Than You

      It’s a rule of thumb among musicians that if you want to get better, then you need to get out of the bedroom and play with people who are better than you.

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      By surrounding yourself with people who are better than you and where you want to be, you’ll not only see how these people climbed to where they are in their respective fields, but you’ll learn from them and naturally want to push yourself to be better in your own job as well.

      4. Seek Out a Mentor(s)

      A mentor will not only be able to help you refine and reach your career goals, but will be invaluable in landing promotions and finding unadvertised job openings.

      One unique approach is to work on fostering a relationship with a mentor both within and outside of your company. This will help in giving you different perspectives as you rise up through the ranks in your company and career overall.

      5. Stop Wasting Your Mornings

      You may not think you’re a morning person, but if you can learn to be one, you’ll thank yourself 10 years down the road.

      Prepare a to-do list of tasks that you want to accomplish the day before and work on knocking them out for at least one hour before you respond to morning emails. The problem with responding to emails first, is you’re giving your attention to somebody else’s agenda, instead of plotting your own course for the day.

      6. Arrange or Attend a Networking Party

      If you’re attending networking events simply because you might get a few free drinks, you’re doing them wrong. These events are great for meeting new people and forming relationships. Your goal shouldn’t be to get hired by the end of the night, but to simply make a good impression by being friendly and authentic. So what’s next?

      Reach out a few days later via email or on social media to follow up and connect!

      7. Pick Up Some New Skills

      Nobody wants to be the old dog that can’t learn any new tricks. To move up in your career, you’re going to likely need to pick up new skills along the way. Maybe your company offers on-the-job training or you have the option of taking online classes at night.

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      By learning new skills, you’ll not only be able to expand upon what you can already do, but you’ll make yourself more valuable to your employer and future employers.

      8. Exploit the Benefits Already at Your Disposal

      Remember what we just said about the possibility of your company providing on-the-job training? Take advantage of these sorts of benefits!

      If you’re working for a company that allows you to job shadow other employees or has company mixers, you should attend these. They not only allow you to develop your skills within the company, but show seasoned executives within your field that you’re interested in more than just clocking in for a paycheck.

      9. Make Yourself Indispensable

      Good help is hard to find and employers want to retain outstanding employees. If you can learn to make yourself indispensable to your company, you’ll not only communicate that you’re successful, but will have a lot more job security. What’s this entail though?

      It’s actually not all that difficult. By being reliable, adapting to new challenges, and holding your own work and performance to a high standard, you’ll stand out among your peers and others will take notice. Easy enough, right?

      10. Get Off the Fence

      People who advance in their careers are those who don’t shy away from voicing their opinion and stand up with authority when the opportunity arises.

      If a problem arises in your company and you think you might have a solution or are willing to work to find one, then let others know. Employers value and promote problem solvers. Start off with something small and work your way up towards tackling more difficult tasks and projects.

      11. Don’t Wait for More Responsibility, Ask for It

      If you want more responsibility in your job, then be open about it with your manager. Your manager may be so busy with their own work that they weren’t aware you were looking for more challenges.

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      Just make sure you can handle it and that you already show strong performance in your current duties. And if your manager doesn’t seem supportive about offering you more responsibility, well, then it could be time to look for new employment.

      12. Stop Wasting Time on What You Don’t Want

      If your career goals start with “I should do this…” there could be a problem. This kind of language in referring to goals can doom them to failure because the want isn’t there.

      Consider using the RUMBA method (Reasonable, Understandable, Measurable, Behavioral and Agreed) when setting your goals. That “agreed” part should really be “want.” By going after career goals that you actually want to accomplish, you’re much more likely to achieve them.

      13. Seek Out Feedback and Apply It

      Simply doing your job might not always push you up in your career advancement. Too often, employees just assume that their bosses will notice their performance strides and reach out when the time is right to advance.

      Don’t be afraid to regularly seek out feedback and ask for constructive criticism. It not only shows that you value your manager’s opinion but demonstrates that you care about your job and want to become better in your chosen field.

      14. Pick Your Bosses Wisely

      Advancing in your career can move a lot quicker if you’re working for the right people. If your boss isn’t any good at their job or doesn’t value you, then moving up could become difficult.

      A great boss though, will be able to help you capitalize on your strengths and be an advocate for your success. If there aren’t any strong developers of talent in your management chain already, then look around for some and seek them out as mentors.

      15. Learn to Develop Your Sense of Timing

      The odds of asking for a promotion or raise are in your favor with over 70 percent of respondents to a survey from PayScale reporting some success. One thing to keep in mind that can make all the difference is when you ask.

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      Some corporate cultures may prefer that employees reach out about advancement during their annual review, but maybe you work for a more free-spirited startup. The best approach may be to take note of when others advance and ask about how the organization handles employee development.

      16. Work Hard and Promote Yourself

      Working hard and delivering a solid job performance are the keys to advancing in your career no matter what field you’re in. This doesn’t mean you need to be completely humble about your accomplishments either.

      Keep a record of your positive impact within the organization and let others both within your company and your field know that you’re enthusiastic about your role and work.

      17. Don’t Just Build Your Network… Cultivate It

      It’s way too easy to add new people to your LinkedIn network and then forget about them for all eternity. Rather than just collecting business cards or social media contacts, you should be cultivating relationships with the ones you already have.

      Follow up with people that you haven’t spoken to in a while, offer to connect them with somebody you know in their field, or ask about a new job title they may have taken on. Doing so could be the spark that leads to a potential job referral.

      18. Join a Professional Organization

      The National Association of (insert your industry here) and other professional organizations can still offer a great wealth of advantages from networking to industry insights, and skill development.

      Even outside of professional organizations dedicated to particular job fields, civic organizations can also be fantastic for making new contacts. After all, so much about career advancement is who you know, and you never know who you’ll meet who knows somebody else who is looking for someone with your skills and experience.

      More About Career Advancement

      Featured photo credit: JESHOOTS.COM via unsplash.com

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