Nancy asks her mother if she can have three cookies before dinner, and her mother says "no." Nancy then asks if she can have just one cookie before dinner and her mother says "yes." Nancy's dual requests BEST illustrate which of the following?

Question

Quizplus · Accepted Answer

Nancy's strategy is an example of the door-in-the-face technique, where an initially large request is made knowing it will likely be refused, followed by a smaller, more reasonable request. This makes the second request seem more acceptable in comparison to the first, larger request.

Nancy Asks Her Mother If She Can Have Three Cookies