Dan refused an initial phone request for a $24.00 donation to send four needy children to the circus, but he did agree to a second request to give $6.00. This is an example of the

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This scenario exemplifies the door-in-the-face technique, where an initial large request is made knowing it will likely be refused, followed by a smaller, more reasonable request. The smaller request is the actual goal, and it seems more acceptable in comparison to the first, larger request.

Dan Refused an Initial Phone Request for a $24