Door-in-the-face technique
| The Door-in-the-face technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader's face. The respondent is then more likely to agree to a second, more reasonable request, than if that same request is made in isolation. The DITF technique can be contrasted with the foot-in-the-door (FITD) technique, in which a persuader begins with a small request and gradually increases the demands of each request. Both the FITD and DITF techniques increase the likelihood a respondent will agree to the second request. | |
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| wikipedia:: Door-in-the-face technique |
Door-in-the-face technique
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Door-in-the-face technique