key term - Foot-in-the-Door

Definition

The foot-in-the-door technique is a compliance strategy that involves making a small request first, then following it up with a larger request. It relies on the principle of consistency, where people are more likely to comply with a big request after agreeing to a smaller one.

Related terms

Door-in-the-Face:

A compliance technique where a large request is made first (which is likely to be rejected), followed by a smaller request. This smaller request is more likely to be agreed upon as compared to if it was presented alone.

Low-Ball Technique: A compliance technique that involves initially offering an attractive deal or price but later changing the terms in favor of the persuader. People tend to stick with their initial commitment and are more likely to accept the changed terms.

That's Not All Technique: A compliance strategy where someone makes an initial offer or asks for something but then sweetens the deal by adding extra incentives before the person can respond. This increases compliance due to perceived added value.