A social influence strategy in which first asking people for a large request will make them more likely to agree to a second, smaller request is called __________.

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18-08-2022
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A social influence strategy in which first asking people for a large request will make them more likely to agree to a second, smaller request is called __________.

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Tutorconsortium356 Tutorconsortium356 · Answer 1 · 2022-08-24T18:55:37+02:00

A social influence strategy in which first asking people for a large request will make them more likely to agree to a second, smaller request is called door-in-face technique.

What do we know about door-in-face technique?

The door-in-the-face technique is a compliance tactic where the persuader makes a big request that the respondent would probably refuse in an effort to get them to comply.

This method succeeds in getting compliance since turning down a big request makes it more likely that you'll accept a second, lesser request.

When you first ask for anything, you might anticipate that the other person would say no. After that, you make a more modest request, which the person finds challenging to decline because they believe they shouldn't constantly say no.

Taking the example of requesting a wage increase with your boss You begin by requesting 20%, which will not be granted. If this is rejected, you make a more reasonable demand and ask for 10%.

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