Door-in-the-Face Technique

This is a technique used to get compliance from others (to get them to behave in a way you want) in which a large request is made knowing it will probably be refused so that the person will agree to a much smaller request. The real objective is to get the person to agree to the small request, which is made to seem very reasonable because it is compared to such a large, seemingly unreasonable request. In essence, the large request gets you the "door in the face" when you ask it. For example, someone might ask you to give to give 5 hours of your time a week for the next year as a volunteer to a charity. After hearing this offer you may think it is a huge request, after which you may be asked to, instead of committing to all this volunteering time, to just donate a small amount of money. Compared to the time commitment, this request seems much more acceptable.

Add flashcard Cite Random