The door-in-the-face effect works because of the norm of reciprocity.

Name: The door-in-the-face effect works because of the norm of reciprocity.
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The door-in-the-face technique involves making a large request that is likely to be refused, followed by a smaller request that is the actual goal. The norm of reciprocity plays a role because the initial large request creates a sense of indebtedness, making the person more likely to comply with the smaller request as a way of reciprocating.

The Door-In-The-Face Effect Works Because of the Norm of Reciprocity