Certified Negotiation Expert (CNE) [cne]

What is the purpose of 'foot-in-the-door' technique in advanced negotiations?

To make the other party feel obligated to agree to larger demands. To gain the counterpart’s trust before presenting the main request. To manipulate the counterpart into agreeing to all terms. To immediately propose the final deal.

Correct Answer:

To gain the counterpart’s trust before presenting the main request.

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