As Theo leaves his grocery store,a woman at a table near the door asks him to donate $10 to a cause that Theo has heard of but in which he has no personal investment.Theo politely declines,because $10 feels like a lot of money to give to a charity that has no particular meaning for him.The woman then asks if he'd be willing to give one dollar instead,and Theo pulls some change out of his pocket and drops some quarters into the bucket on the table.The solicitor used the

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The door-in-the-face technique involves making a large request that is expected to be refused, followed by a smaller request, which is more likely to be accepted. The woman first asked for $10, which Theo declined, and then asked for $1, which he agreed to give.

As Theo Leaves His Grocery Store,a Woman at a Table