Roland is trying to raise money for a charity by calling people on the phone and asking them to pledge money to his cause. If Roland used the door-in-the-face technique to get people to pledge, he should

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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, more reasonable request. This makes the smaller request more likely to be accepted.

Roland Is Trying to Raise Money for a Charity by Calling