PSYCHOLOGY
psychology
influence
persuasion
sales
Door-in-the-Face: Aim High
Make an unreasonably large request that is sure to be refused, then follow up with a smaller, reasonable request. The second request looks like a compromise.
Cialdini• 5 min read
Reciprocity
Request 1: "Will you volunteer 2 hours every week for 2 years?" (No). Request 2: "Will you volunteer just once for 2 hours?" (Yes). By backing down from the large request, you appear to be making a concession. The other person feels obligated to reciprocate by agreeing to the smaller request.