The tendency of people to comply with a second, lesser request after refusing a larger one is called the ________ technique.

Question

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The door-in-the-face technique involves making a large request that is likely to be refused, but following it up with a smaller, more reasonable request. The person is more likely to comply with the smaller request because they perceive it as a concession on the part of the requester.

The Tendency of People to Comply with a Second, Lesser