Door in the Face Phenomenon

Definition

This is another compliance strategy where an individual presents a large request that is likely to be turned down in order to then present a smaller request that appears more reasonable in comparison.

Related terms

Concession: A thing that is granted, especially in response to demands; something conceded or relinquished.

Norm of Reciprocity: The expectation that helping others will increase the likelihood that they will help us in the future.

Persuasion Techniques: Methods used to influence people's beliefs, attitudes, intentions, motivations, or behaviors.