The respondent is then more likely to agree to a second more reasonable request than if that same request is made in isolation.
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.
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.
Psychology definition of door in the face technique.
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.