Ezekiel asks, "Mom, may I eat a hot fudge sundae with extra whipped cream?" When his mother replies that he may not, Ezekiel then asks if he may eat one cookie. Because he really just wanted the one cookie in the first place, Ezekiel is using the __________ technique for gaining compliance.

Question

Quizplus · Accepted Answer

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. Ezekiel first asks for a sundae, expecting a refusal, then asks for a cookie, which is what he really wanted.

Ezekiel Asks, "Mom, May I Eat a Hot Fudge Sundae