"Professor Wilson," asks Jeremy,who is a freshman in class,"I had a really tough week and wanted to know if I can turn in our term paper a week late.I just haven't had time to write it!" Given that this request comes on the Friday the paper is due,Professor Wilson declines the request."Then would it be okay if I get it to you on Monday,or even email it to you tomorrow?" To this changed request,Professor Williams agrees.Professor Williams is obviously not a psychology teacher,otherwise he would know he was just a victim of the __________ technique.

Question

Quizplus · Accepted Answer

The technique used by Jeremy is the door-in-the-face technique, where he initially asks for a big request (turning in the paper a week late) which is most likely to be declined, and then makes a smaller request (submitting it on Monday or emailing it the next day) which seems more reasonable in comparison. Professor Williams fell for this and agreed to the second request.

"Professor Wilson," Asks Jeremy,who Is a Freshman in Class,"I Had