Foot-in-the-door technique (FITD) is a compliance tactic that involves getting a person to agree to a large request by first setting them up by having that person agree to a modest request The foot-in-the-door technique succeeds due to a basic human reality that social scientists call “successive approximations”.
Basically, the more a subject goes along with small requests or commitments, the more likely that subject is to continue in a desired direction of attitude or behavioral change and feel obligated to go along with larger requests.
FITD works by first getting a small yes and then getting an even bigger yes. The principle involved is that a small agreement creates a bond between the requester and the requestee.
The other person has to justify their agreement to him/herself. They cannot use the first request as something significant, so they have to convince themselves that it is because they are nice and like the requester or that they actually are interested in the item being requested. In a future request, they then feel obliged to act consistently with their internal explanation they have built.
Basically, the more a subject goes along with small requests or commitments, the more likely that subject is to continue in a desired direction of attitude or behavioral change and feel obligated to go along with larger requests.
FITD works by first getting a small yes and then getting an even bigger yes. The principle involved is that a small agreement creates a bond between the requester and the requestee.
The other person has to justify their agreement to him/herself. They cannot use the first request as something significant, so they have to convince themselves that it is because they are nice and like the requester or that they actually are interested in the item being requested. In a future request, they then feel obliged to act consistently with their internal explanation they have built.