Behavioral Science Dictionary

Door-in-the-face

Also known as: Door-in-the-face technique

Social Influence

An extreme first ask makes the real, smaller ask succeed.

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Related terms

• Dark Triad
• Defensive Attribution Hypothesis
• Deindividuation
• Diffusion of responsibility
• Discounting Principle
• Disrupt-then-reframe technique
• Door-in-the-face plus reciprocity
• Echo Chamber
• Effort justification
• Egocentric Bias
• Egocentric Empathy Gap
• Egocentric Fairness Bias

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