A common strategy for gaining compliance used by car salespeople is the door-in-the-face technique.

Name: A common strategy for gaining compliance used by car salespeople is the door-in-the-face technique.
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Question

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The door-in-the-face technique involves making a large request, which is likely to be refused, before making a smaller, more reasonable request. Car salespeople are more likely to use the foot-in-the-door technique, which involves making a small initial request before making a larger request.

A Common Strategy for Gaining Compliance Used by Car Salespeople