Door-in-the-face technique

The door-in-the-face technique is a compliance method commonly studied in social psychology.^[1][2] 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, than if that same request is made in isolation.^[1][2] 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.^[2][3] Both the FITD and DITF techniques increase the likelihood a respondent will agree to the second request.^[2][3] The door-in-the-face technique was tested in a 1975 study conducted by Robert Cialdini. He is best known for his 1984 book, Influence: The Psychology of Persuasion.^[4]