Door-in-the-face Technique
The door-in-the-face (DITF) technique is a compliance method commonly studied in social psychology. 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 respondent is then more likely to agree to a second, more reasonable request, compared to the same reasonable request made in isolation. The DITF technique can be contrasted with the foot-in-the-door (FITD) technique, in which a persuader begins with a small request and gradually increases the demands of each request. While the FITD technique differs from DITF, it is also a persuasion technique that increases the likelihood a respondent will agree to the second request.
Read more about Door-in-the-face Technique: Classic Experiment, Mechanisms, DITF Vs. FITD
Famous quotes containing the word technique:
“Every notable advance in technique or organization has to be paid for, and in most cases the debit is more or less equivalent to the credit. Except of course when it’s more than equivalent, as it has been with universal education, for example, or wireless, or these damned aeroplanes. In which case, of course, your progress is a step backwards and downwards.”
—Aldous Huxley (1894–1963)