The _____ works because a person who abandons a large request appears to have given up something.So, in response, many people feel that they must repay the person by giving in to the smaller request.

Question

Quizplus · Accepted Answer

The door-in-the-face technique is when a large request is made first, which is likely to be rejected, but is followed by a smaller request, which is more likely to be accepted. The reason why it works is because people feel more obligated to comply with the second, smaller request, after having refused the first, larger request.

The _____ Works Because a Person Who Abandons a Large