The ___________ strategy begins with an extreme request that is bound to be rejected, from which the person then retreats to a smaller request that was desired all along.

Question

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The door-in-the-face strategy involves starting with a large request expected to be refused, followed by a smaller, more reasonable request. This technique relies on the principle of reciprocity, where the concession from the larger to the smaller request is seen as a compromise that the respondent feels obliged to match.

The ___________ Strategy Begins with an Extreme Request That Is