A requester asks you for a big favor, but you refuse because it is too demanding. The requester than says, "Well, then, how about just doing this other little thing for me?"Relieved that this request is smaller, you quickly agree and feel better about yourself. You have just fallen for the ______ technique.

Question

Quizplus · Accepted Answer

The "door-in-the-face" technique involves initially making a large request that is expected to be refused, followed by a smaller request, which is the actual goal. The smaller request seems more reasonable by comparison, increasing the likelihood of compliance.

A Requester Asks You for a Big Favor, but You