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Concept
Door-in-the-Face Technique
Summary
The
Door-in-the-Face Technique
is a
persuasive strategy
where an initial
large request
is made, which is expected to be refused, followed by a smaller, more
reasonable request
. This approach leverages the
principle of reciprocity
, making the second request seem like a concession, increasing the
likelihood of compliance
.
Relevant Degrees
Psychology 70%
Marketing and Sales 30%
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