Which persuasion technique involves asking for a small request first, then a larger one?

• A. Ingratiation
• B. Door-in-the-face
• C. Foot-in-the-door
• D. Low-ball

Answer: (C)

The main idea here is that starting with a small request and then following up with a larger one relies on the consistency principle. When you agree to a tiny favor, you’ve taken a small step that people want to maintain as part of who they are—someone who helps others. To stay consistent with that self-image, you’re more likely to agree to the bigger request later on.

That’s why this approach is the foot-in-the-door technique. It’s different from flattery or seeking a concession after a refusal. Ingratiation uses praise to gain goodwill. The door-in-the-face approach begins by asking for something big and likely getting refused, then asking for something smaller. Low-ball starts with an appealing offer to secure commitment and then reveals hidden costs.