the Door-in-the-Face Technique

The Door-in-the-Face Technique is a persuasion strategy where someone initially makes a large request that is likely to be refused, then follows up with a smaller, more reasonable request. The idea is that after rejecting the big ask, the person is more likely to agree to the second, more modest request. This approach works because the second request seems more manageable in comparison, and it creates a sense of reciprocity or concession, increasing the chances of compliance. It’s often used in sales, negotiations, and fundraising to influence decision-making.