The tendency of people to comply with a second, lesser request after refusing a larger one is called the ______ technique.

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The door-in-the-face technique involves making a large request that is likely to be refused, and then following up with a smaller, more reasonable request. The idea is that the person is more likely to comply with the smaller request after refusing the larger one, due to the perceptual contrast between the two requests.

The Tendency of People to Comply with a Second, Lesser