If a first request for a $1,000 contribution to your university's alumni foundation is followed by a second, less costly request for $150, the person soliciting the funds may be using the door-in-the-face technique.

Question

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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 the actual goal, to increase the likelihood of compliance.

If a First Request for a $1,000 Contribution to Your