Door-in-the-Face

Definition

The door-in-the-face technique is a compliance strategy where someone makes a large request that is likely to be rejected, and then follows it up with a smaller request which is more likely to be accepted. This technique takes advantage of the principle of reciprocity, as people are more likely to agree to a smaller request after rejecting a larger one.

Related terms

Reciprocity: This term refers to the social norm where people feel obligated to give back when something is given or done for them.

Foot-in-the-Door:

This technique involves making a small initial request before making a larger request. It relies on the principle that people are more likely to comply with bigger requests after agreeing to smaller ones.

Compliance:

Compliance refers to changing one's behavior in response to direct requests from others. It involves obeying orders or following instructions given by authority figures or peers.