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.

Browse dictionary by letter

a b c d e f g h i j k l m n o p q r s t u v w x y z

Psychology term of the day

May 8th 2024

five-factor personality model (FFM)

Sorry, "five-factor-personality-model-ffm" is not in the Dictionary of Psychology. Please report to APA if you believe this is an error.