When compliance occurs as a result of getting a person to agree to a smaller request after having turned down a large request, this is called ____.

Name: When compliance occurs as a result of getting a person to agree to a smaller request after having turned down a large request, this is called ____.
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This is called the door-in-the-face technique, where a large request (which is likely to be turned down) is followed by a smaller request, which increases the likelihood of compliance.

When Compliance Occurs as a Result of Getting a Person