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

Question

Quizplus · Accepted Answer

The phenomenon described in the question is known as the "door-in-the-face" technique, in which a large request is made initially followed by a smaller one that is more likely to be complied with. The other options (foot-in-the-door, low-ball and bait-and-switch) refer to different persuasion techniques.

The Tendency of People to Comply with a Second,lesser Request