Definition:

The Door-in-the-Face Technique is a persuasive strategy used to increase compliance by making a large request that is likely to be turned down, followed by a smaller request which is the actual target request.

Overview:

The Door-in-the-Face Technique is based on the idea of reciprocal concessions, where individuals are more likely to comply with a request if the requester has first made a concession to them. This technique involves making an initial request that is intentionally extreme or unreasonable, with the expectation that it will be rejected.

Procedure:

1. Start by making a large or unreasonable request that is likely to be refused by the individual.

2. The requester then follows up by making a smaller request that is the actual target request.

3. By comparing the two requests, the smaller request appears much more reasonable and is more likely to be accepted due to the principle of reciprocity.

Example:

A charity organization may use the Door-in-the-Face Technique as follows:

1. They first ask potential donors to make a substantial donation of $500,000 to fund a new project, expecting this request to be turned down.

2. After the individual refuses the initial request, the charity organization then proposes a smaller donation of $10,000 for the same project.

3. Compared to the initial request, the second request seems much more reasonable and is more likely to be accepted by the individual.

Effectiveness:

The Door-in-the-Face Technique can be an effective persuasive strategy as it leverages the psychological principle of contrast. The stark contrast between the initial unreasonable request and the smaller, more reasonable request can make the latter seem more attractive and easy to comply with. The technique relies on the norm of reciprocity, where individuals feel compelled to reciprocate the concession made by the requester.

Limitations:

Although the Door-in-the-Face Technique can be effective, it is not foolproof. Some individuals may perceive the strategy as manipulative or insincere, which can lead to resistance or refusal to comply even with the smaller request. Additionally, individuals who are aware of this technique can strengthen their resistance by recognizing and rejecting the initial unreasonable request.