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From:
PON - Program on Negotiation at Harvard Law School
(Uncensored)
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The Door in the Face Technique: Will It Backfire? - PON - Program on Negotiation at Harvard Law School
https://www.pon.harvard.edu/daily/dispute-resolution/the-door-in-the-face-technique-will-it-backfire-nb/
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If detected, the persuasion strategy, also called the door in the face technique, could be less effective over time than you’d like.
