“Manipulation is an emotionally unhealthy psychological strategy used by people who are incapable of asking for what they want and need in a direct way. People who are trying to manipulate others are ..."
The ‘foot-in-the-door’ technique consists of making a small and reasonable request, which then leads into a larger request. The initial appeal we supposed to make you feel more comfortable and invested in cooperating.
The ‘door-in-the-face’ technique consists of making a big request, having it rejected, then making a smaller one. Following the larger request, the smaller appeal seems reasonable comparatively.
A psychological study looked into the need for closure of individuals, and how bothered people are when they are faced with disorder, chaos, lack of information and lack of resolution.
It concluded that our personality traits make us crave for closure, with people who like tidiness, orderliness and resolution desiring closure more than the ones who are okay with things being incomplete and messy.
Many CEOs and entrepreneurs know that being comfortable with uncertainty and awkward silence can be a superpower.
Candidates negotiating for their salary can use this superpower of being silent (and giving out no non-verbal information too) when the initial job offer is doled out to them, as the starting salary initially offered is rarely the higher bracket.
If one is able to manage the discomfort with ease, silence can be used to great effect without being confrontational.