Compliance gained by first making a large request followed by a smaller one is called ______.

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Compliance gained by first making a large request followed by a smaller one is called the door-in-the-face technique. This is where an initial large and unreasonable request is made to set a high anchor, followed by a smaller and more reasonable request which is more likely to be accepted because it appears to be a concession from the initial request. The lowball technique involves initially offering a low price or deal which is then changed after commitment. The foot-in-the-door and reciprocity norm refer to other compliance techniques.

Compliance Gained by First Making a Large Request Followed by a Smaller