You are asked by a close friend to outline all your study notes for every chapter of the textbook to aid her in studying for a final exam. You refuse to help. Later, your friend asks if you would at least outline the notes for two chapters. Feeling guilty, you now agree to help. Your behavior is predicted by the

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The door-in-the-face effect describes a situation where someone first makes a large request expecting it to be refused, and then makes a smaller request. Your agreement to the smaller request after refusing the larger one is a classic example of this technique.

You Are Asked by a Close Friend to Outline All