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persuasion
Your chances of success rise after a blatant refusal.
The door-in-the-face technique demonstrates that you are more likely to agree to a small request after rejecting a larger, unreasonable one.
When you say no to the big request, the solicitor offers a smaller one, which you perceive as a concession. You feel a social obligation to reciprocate that kindness by saying yes to the second, smaller ask.
Your compliance is often a reaction to a perceived social bargain.
Where this comes from
- Study
- Cialdini et al., 1975, Door-in-the-Face Technique
- What the check found
- The core definition and origin are accurately attributed to the 1975 Cialdini study. While the 'social obligation' mechanism is the consensus explanation, the effect is variable in practice.
- Confidence
- Well replicated
Related
One of these every day, and every one names the study it came from. When a finding is contested, it says so.