Question

The ____ ____ ____ _____ technique begins with an outrageous request that makes a subsequent, smaller request seem reasonable.

Short answer

The described technique is known as the 'Door-in-the-Face' technique. It starts with an outrageous request to make a subsequent, smaller request seem reasonable.

Step-by-step solution

Identify the Technique

The technique described is known as the 'Door-in-the-Face' technique. It is a strategy for gaining compliance where the persuader begins with an outrageous request that will most likely be turned down.

Explain the Outrageous Request

The first stage of the technique involves making an outrageous request to the person one wishes to persuade. The purpose of this strategy is to make the person feel uncomfortable or overwhelmed, resulting in them most likely refusing the request.

Describe the Reasonable Request

Following the outrageous request, a smaller, more reasonable request is made. This second request seems much more acceptable compared to the initial outrageous one. More often than not, the presented individual tends to agree to this second, smaller request as it seems fair following the initially overwhelming demand.

Key concepts

Compliance Strategies

The term compliance refers to the act of acquiescing or agreeing to a request or demand, often induced by various strategies. Compliance strategies are techniques designed to convince someone to say yes to a request.

These methods play on psychological tendencies, social norms, and emotional cues. For instance, common strategies include the 'foot-in-the-door' tactic, where a small request is followed by a larger one, and the 'Door-in-the-Face' technique, featured in our exercise, which utilizes a sequence of an initially excessive demand followed by a more reasonable one.

The effectiveness of these strategies hinges on principles like reciprocity and contrast. When someone denies an initial large request, the subsequent smaller request taps into the person's natural inclination to reciprocate the perceived 'concession' the requestor has made by reducing their demands. This is why a person is more likely to comply with the second request.

Persuasion in Psychology

At the core of persuasion in psychology lies the goal of influencing a person's beliefs, attitudes, intentions, motivations, or behaviors. The Door-in-the-Face technique exemplifies one of several persuasive methods employed within psychology to induce compliance.

Persuasion is dyadic, involving the persuader and the persuadee, each with their own goals and motivations. The persuader uses communication, reasoning, and emotive appeals to mold the perspective of the persuadee. Various factors impact the success of persuasion, including the credibility of the persuader, the emotional state of the persuadee, the channel of communication, and the context of the message.

Social psychologists have dissected the mechanisms of persuasion, outlining key principles such as authority, liking, social proof, commitment and consistency, scarcity, and reciprocity, all of which can play a role in how effectively a message sways an individual.

Social Influence

The Door-in-the-Face technique is also a classic example of the broader principle of social influence, which is the process by which individuals change their thoughts, feelings, or behaviors in response to the real or imagined presence of others.

Social influence encompasses a variety of phenomena including conformity, compliance, and obedience, all of which highlight the power of social forces in shaping individual action. Whether it's adhering to social norms, following direct orders, or agreeing to requests, social influence proves that individuals often look to others when deciding how to act.

In the context of compliance strategies like Door-in-the-Face, social influence can explain why a person who initially refuses a large request may feel a social obligation to accept a follow-up smaller request. This decision is not just about processing the request itself but also managing the social interaction and the relationship with the requester.