Door-In-The-Face Technique

Definition

The door-in-the-face technique is a psychological strategy where a person makes an unusually large or unreasonable request that is likely to be refused, followed by a smaller, more reasonable request. This approach aims to increase the likelihood of compliance with the second, less demanding request after the initial refusal.

Example

Alice wants her friend Bob to lend her $1000 without any plan to repay it. She knows Bob would probably refuse such a large amount. After Bob says no, Alice asks if he could spare just $20 instead. Feeling pressured but wanting to help, Bob agrees to the smaller request.

Why It Matters

This technique matters because it highlights how people often feel uncomfortable saying "no" twice in a row. By starting with an extreme request and then lowering expectations, individuals can influence others to accept something they might have otherwise rejected. Understanding this tactic helps recognize its use in marketing or sales and encourages ethical decision-making. While effective, overuse can make people feel manipulated, emphasizing the importance of using such strategies responsibly.