a technique to get people to comply with a request, whereby people are presented first with a large request, which they are expected to refuse, and then with a smaller, more reasonable request, to which it is hoped they will acquiesce
increasing the likelihood that someone will comply with a request by first getting them to reject a larger one. 619
A method for achieving compliance in which a certain request is preceded by a much larger one. The refusal of the first request, and the apparent concession on the part of the requester, makes people more likely to agree to the second demand, feeling that they should now make a concession of their own.
A persuasive strategy in which a persuader first asks for a large request that the receiver turns down. Then, the persuader makes a smaller request that the receiver is more likely to accept.
A two-step compliance technique in which, after having a large request refused, the influencer counteroffers with a much smaller request.
A two-step compliance technique in which an influencer prefaces the real request with one that is so large that it is rejected.
A technique designed to induce compliance by first asking an individual to comply with a very large and possibly outrageous request, followed by a smaller and more reasonable request.
The door in the face technique is a persuasion method. The persuader asks an individual with a request that is so demanding or outrageous that it would most likely to be refused. Then, the persuader would ask a smaller and reasonable request which is the persuader's intended request.