Door In The Face Technique Psychology 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.

Door in the face technique psychology definition.

The door in the face technique henceforth referred to as ditf is a technique that involves a set pattern first you get a no and then you get a yes. It is often used to increase compliance rates of a particular request. The door in the face technique is a type of sequential request strategy. 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. This is how it works. The door in the face ditf technique is a compliance method commonly studied in social psychology. The door in the face technique is a persuasive tactic of making a large request that a person will likely refuse in order to get the person to subsequently agree to a smaller request.

The respondent is then more likely to agree to a second more reasonable request than if that same request is made in isolation. 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. The door in the face is an influence technique based on the following idea. If you want to make a request of someone but you re worried that they might say no get them to say no to a larger request first.