The textbook cites the concept of reciprocal concessions as a potential explanation for the:

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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 more likely to be accepted. This technique is explained by the concept of reciprocal concessions, which suggests that people feel obligated to make a concession in return for a concession made by someone else. Thus, when someone feels that they have made a concession by rejecting the initial request, they are more likely to comply with the second, smaller request.

The Textbook Cites the Concept of Reciprocal Concessions as a Potential