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5

Foot-in-the-Door Technique

One of two primary persuasion techniques.

funding request that seeks small annual increases to the funding level for maintenance and/or capital funding and later increases the amount, typically the incremental increases are made each successive fiscal year


Evaluation
Listed below are some of the merits of this technique:
  • This is a conservative technique that allows the owners to slowly acclimatize themselves to increasing funding levels.
  • A politically safe move so long as the increments to not deviate too far from the status quo funding level. 
Listed below are some of the disadvantages of this technique:
  • It may be too slow to be effectual, particularly if the building has a significant backlog
I. Care is trying to get the owners to reach a decision at their general meeting.
Fig. I. Care is trying to get the owners to reach a decision at their general meeting.


I. Care is reconciling the conflicting opinions and interests of the different owners and stakeholders, including reactive vs. proactive; optimistic vs. pessimistic
Fig. I. Care is reconciling the conflicting opinions and interests of the different owners and stakeholders, including positions that are dichotomized as: reactive vs. proactive; optimistic vs. pessimistic; short-sighted vs. long-sighted; etc
.


I. Care is working out how far the decision makers for his building have moved through each of the sequential stages of coming to acceptance with their challenges
Fig. I. Care is working out how far the decision makers for his building have moved through each of the sequential stages of eventually reaching acceptance of their circumstances.


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