When car salespersons try to get an initial commitment from their customers and then change the deal they are using the door-in-the-face technique.

Question

Quizplus · Accepted Answer

The described behavior is an example of the bait-and-switch technique, not the door-in-the-face technique. The door-in-the-face technique involves making a large request or demand initially and then following it up with a smaller, more reasonable request to increase the likelihood of the person agreeing.

When Car Salespersons Try to Get an Initial Commitment from Their