The tendency of people to comply with a second, lesser request after refusing a larger one is called the __________ technique.
A) low-ball
B) door-in-the-face
C) foot-in-the-door
D) bait-and-switch

Question

Quizplus · Accepted Answer

The door-in-the-face technique involves making a large request and then following it up with a smaller request once the larger request has been refused. This works because the initial request sets a higher anchor point for what the requester wants, making the smaller request seem more reasonable and easier to comply with. The low-ball technique involves initially making an attractive offer and then changing the terms of the deal once the person has already committed to it. The foot-in-the-door technique involves starting with a small request and then gradually getting the person to agree to larger requests over time. The bait-and-switch technique involves advertising a product or service at a low price but then trying to sell a more expensive version to the customer.

The Tendency of People to Comply with a Second, Lesser