Door-in-the-face technique

Definition

The door-in-the-face technique is a persuasive strategy where a requester starts with a large request that is expected to be rejected, followed by a smaller, more reasonable request. This method relies on the principle of reciprocity, making the second request seem more appealing after the initial refusal, as it feels like a concession on the part of the requester. This technique is also linked to commitment, as agreeing to the smaller request can lead to a greater likelihood of compliance with future requests.

5 Must Know Facts For Your Next Test

1. The door-in-the-face technique effectively utilizes the norm of reciprocity; after rejecting the larger request, individuals often feel compelled to agree to a smaller one.
2. This technique can lead to greater compliance because it creates a sense of obligation or indebtedness in the person being asked.
3. Research shows that the door-in-the-face technique is more effective when the initial request is perceived as unreasonable but not completely outrageous.
4. The success of this technique can be influenced by factors such as the relationship between the requester and the person being asked, as well as the context in which the requests are made.
5. The door-in-the-face technique is often seen in negotiation scenarios, sales tactics, and fundraising efforts where initial refusals are anticipated.

Review Questions

• How does the door-in-the-face technique utilize the principle of reciprocity to influence compliance?
  • The door-in-the-face technique takes advantage of reciprocity by first making a large request that is likely to be denied. Once this request is rejected, the requester follows up with a smaller, more reasonable request. This sequence makes the second request feel like a concession on behalf of the requester, prompting a sense of obligation in the person being asked. As a result, individuals are more likely to comply with the smaller request because they feel they should reciprocate the favor.
• Discuss how commitment plays a role in enhancing the effectiveness of the door-in-the-face technique.
  • Commitment enhances the effectiveness of the door-in-the-face technique by creating a psychological bond between the requester and the respondent. When individuals agree to the smaller request after initially rejecting the larger one, they tend to feel more committed to that decision. This commitment increases the likelihood of future compliance since people generally want their actions to align with their decisions. Thus, agreeing to a smaller request can lead individuals to feel obligated to follow through on similar requests in the future.
• Evaluate how situational factors may affect the success rate of the door-in-the-face technique across different contexts.
  • Situational factors significantly influence how successful the door-in-the-face technique can be. Variables such as prior relationships between individuals, social norms within specific contexts, and cultural differences can all impact outcomes. For instance, in contexts where strong personal connections exist, individuals may be more inclined to comply with requests due to loyalty or friendship. Conversely, in settings where social pressure is high or where people value independence and assertiveness, they might reject both requests outright. Thus, understanding these situational dynamics can help predict when this persuasion strategy will be most effective.

Related terms

Reciprocity:

A social norm that involves responding to a positive action with another positive action, creating a cycle of mutual benefit.

Compliance:

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

Foot-in-the-door technique:

A persuasion method that involves making a small request first to gain eventual compliance with a larger request.