While they were shopping, 6-year-old Elliot came running around one of the store aisles and excitedly asked his mother if she would buy him a $299 Microsoft Xbox 360 game console to use with their television at home. When his mother immediately refused, Elliot looked very dejected but apologized for asking. A few moments later, Elliot asked, "Well, can I get a new basket for my bicycle?" Clever Elliot appears to be using the _____ technique to persuade his mother.

Question

Quizplus · Accepted Answer

Elliot is using the "door-in-the-face" technique, which involves making a large request that is expected to be refused, followed by a smaller, more reasonable request.

While They Were Shopping, 6-Year-Old Elliot Came Running Around One