The door-in-the-face (DITF) technique is a persuasion method. The persuader attempts to convince someone to comply with a request by first making an extremely large request that the respondent will obviously turn down, with a metaphorical slamming of a door in the persuader's face.
The respondent is then more likely to accede to a second, more reasonable request than if this second request were made without the first, extreme request. Robert Cialdini suggests this as a form of reciprocity, i.e. the (induced) sharp negative response to the first request creates a sense of debt or guilt that the second request offers to clear.
Alternately, a reference point (or framing) construal may explain this phenomenon, as the initial bad offer sets a reference point from which the second offer looks like an improvement.
Other examples of the door-in-the-face technique include:
"Will you donate $1000 to our organization?" [Response is no.] followed by
“Oh. Well, could you donate $10?”
Can I stay the night at my boyfriend’s house?” [Response is no.] followed by
“Can I go to his house for one hour instead?”
Will you reduce the price by 75%?” [Response is no.] followed by “Will you reduce the price by 25%?”
The respondent is then more likely to accede to a second, more reasonable request than if this second request were made without the first, extreme request. Robert Cialdini suggests this as a form of reciprocity, i.e. the (induced) sharp negative response to the first request creates a sense of debt or guilt that the second request offers to clear.
Alternately, a reference point (or framing) construal may explain this phenomenon, as the initial bad offer sets a reference point from which the second offer looks like an improvement.
Other examples of the door-in-the-face technique include:
"Will you donate $1000 to our organization?" [Response is no.] followed by
“Oh. Well, could you donate $10?”
Can I stay the night at my boyfriend’s house?” [Response is no.] followed by
“Can I go to his house for one hour instead?”
Will you reduce the price by 75%?” [Response is no.] followed by “Will you reduce the price by 25%?”