The door-in-the-face compliance technique, in which people are more likely to agree to a small request after they have refused a large request, works through the principle of

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The door-in-the-face technique operates on the principle of reciprocity. This principle suggests that if someone does something for us (in this case, making a concession by moving from a larger to a smaller request), we feel a social obligation to return the favor (agreeing to the smaller request).

The Door-In-The-Face Compliance Technique, in Which People Are More Likely