door-in-the-face technique

a two-step procedure for enhancing compliance in which an extreme initial request is presented immediately before a more moderate target request. Rejection of the initial request makes people more likely to accept the target request than would have been the case if the latter had been presented on its own. See also foot-in-the-door technique; low-ball technique; that’s-not-all technique.

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Psychology term of the day

November 17th 2024

intersegmental reflex

see spinal reflex.