TJ Patel, a software engineer, shares how he successfully utilizes the 'door-in-the-face' negotiation technique, which involves initially presenting a large request followed by a more reasonable one during salary discussions. Inspired by Robert Cialdini's teachings, Patel acknowledges that while this strategy carries risks, it can lead to better offers as long as candidates remain respectful and back their requests with evidence like competing offers and performance records. The approach emphasizes the importance of preparation and understanding salary ranges in negotiation opportunities.
The 'door-in-the-face' technique involves making an initially large request that’s likely to be rejected, followed by a more reasonable request, which is what you actually want.
This strategy aims to gain leverage during salary negotiations, allowing job applicants to ask for a higher salary than they would otherwise feel comfortable requesting.
Employers might counter your initial high request rather than walking away completely, especially if they've already spent resources on hiring.
Using this method means appreciating the risks involved, but with solid data and respectful negotiation, it can lead to better salary outcomes.
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