Door-in-the-face technique

Definition

The door-in-the-face technique is a persuasive strategy where a person starts with a large request that is expected to be rejected, followed by a smaller, more reasonable request. This method plays on the principle of reciprocity, as the person feels compelled to comply with the second request after denying the first, larger one. By using this approach, persuaders can increase the likelihood of gaining compliance from the target audience.

5 Must Know Facts For Your Next Test

1. The door-in-the-face technique is effective because it creates a contrast between the large initial request and the smaller follow-up request, making the latter seem more reasonable.
2. Research has shown that this technique often results in higher rates of compliance compared to making a direct request for the desired action.
3. This strategy works best in situations where there is an established relationship or rapport between the persuader and the target.
4. The effectiveness of the door-in-the-face technique can be influenced by factors such as the size of the requests and the context in which they are made.
5. It's important for the second request to be genuinely smaller and reasonable; otherwise, it could backfire and result in resistance from the target.

Review Questions

• How does the door-in-the-face technique utilize the principle of reciprocity to influence compliance?
  • The door-in-the-face technique leverages reciprocity by first presenting a large request that is likely to be denied. When the person refuses this initial request, they may feel a sense of obligation to agree to a subsequent smaller request. This creates a psychological pressure that encourages compliance with the smaller ask, as individuals often want to maintain social harmony and balance after rejecting the larger offer.
• Compare and contrast the door-in-the-face technique with the foot-in-the-door technique in terms of their underlying psychological principles.
  • While both techniques aim to increase compliance, they operate on different psychological principles. The door-in-the-face technique relies on reciprocity, using an extreme first request that leads to feelings of guilt or obligation when followed by a smaller request. In contrast, the foot-in-the-door technique capitalizes on commitment and consistency by starting with a small request that establishes a pattern of agreeing. Essentially, door-in-the-face makes you feel bad for rejecting while foot-in-the-door makes you feel good for agreeing.
• Evaluate the effectiveness of the door-in-the-face technique across various contexts and discuss potential ethical implications of its use.
  • The effectiveness of the door-in-the-face technique can vary depending on context, such as prior relationships or cultural norms surrounding requests. It tends to work well in personal interactions but may be less effective in formal settings where requests are scrutinized. Ethically, while this technique can enhance persuasion, it raises concerns about manipulation and honesty. Overuse or misuse could damage trust and relationships if individuals feel tricked or pressured into compliance rather than making voluntary choices.

Related terms

reciprocity: A social norm that compels individuals to respond to a positive action with another positive action, creating a sense of obligation.

foot-in-the-door technique: A persuasive strategy where a small request is made first, followed by a larger request, leveraging commitment and consistency.

compliance: The act of conforming to a request or demand, often influenced by social pressure or persuasive techniques.