Door In The Face Technique Definition

The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down much like a metaphorical slamming of a door in the persuader s face.

Door in the face technique definition.

Plural not attested psychology a compliance tactic that involves getting a person to agree to a lesser request by first having them reject a larger one. Two step procedure used to enhance compliance by using an extreme request presented first anf a more moderate request presented second. 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. 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.