The textbook cites the concept of reciprocal concessions as a potential explanation for the:

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The door-in-the-face technique involves making a large request that is likely to be rejected followed by a smaller request that is the actual goal. This technique can be explained by reciprocal concessions, as the power of the smaller request is increased due to the feeling that the requester has already made a concession by lowering the ask.

The Textbook Cites the Concept of Reciprocal Concessions as a Potential