- (A) Door-in-the-face is a compliance technique in which one begins with a request that is likely to
be perceived as too large and follows up with a smaller request that will surely be seen as more
reasonable. Lowballing is when unattractive features of a decision are hidden until after someone
agrees. Norms of reciprocity is the idea that people feel obliged to treat others as those others have
treated them. Self-fulfilling prophecy is when one person’s expectations of someone else elicits
behavioral confirmation in the second person. Foot-in-the-door is when one asks first for a trivial
favor and then follows up with a larger request. That people acquiesce to the small favor makes it
more likely that they will say yes to the more substantial second request.
marvins-underground-k-12
(Marvins-Underground-K-12)
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