________ involves asking for an unreasonably large request before asking for the small request you are hoping to have granted.

Question

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The door-in-the-face technique involves asking for an unreasonably large request (which is likely to be refused) before asking for the small request you are hoping to have granted. The idea is that the larger request creates a sense of obligation and reciprocity such that the person is more likely to agree to the second, smaller request. This technique relies on the principle of reciprocal concessions.

________ Involves Asking for an Unreasonably Large Request Before Asking