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.
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 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.