Which technique begins with a large initial request that is expected to be refused, followed by a smaller, more reasonable request?

• A. Low-ball
• B. Foot-in-the-door
• C. Door-in-the-face
• D. Norm of reciprocity

Answer: (C)

Door-in-the-face is a compliance technique where you begin with a large request that you expect will be refused, then follow with a smaller, more reasonable one. The large initial demand makes the second request seem modest by comparison, boosting the likelihood of agreement. This works because presenting a concession (backing off to the smaller request) triggers the norm of reciprocity—the sense that you should respond in kind to a perceived concession. Relative to other strategies, low-ball starts with a good deal that worsens after commitment, and foot-in-the-door starts small and escalates, not with a big initial refusal. The norm of reciprocity helps explain why this tactic can be effective in many social settings.