Question

What is asking first for something large and outrageous, and when refused, then asking for a smaller request?

a) Foot-in-the-door technique
b) Door-in-the-face technique

Answer 1

The tactic described is the door-in-the-face technique, while the foot-in-the-door technique involves starting with a small request to build up to a larger one.

Step-by-step explanation:

The tactic of asking first for something large and outrageous, and then when refused, asking for a smaller request, is known as the door-in-the-face technique. This contrasts with the foot-in-the-door technique, where a persuader starts by getting someone to agree to a small request or purchase, with the hope of later getting them to agree to a larger one. An example of the foot-in-the-door technique would be agreeing to a small purchase, like a data plan with a new smartphone, which might lead to agreeing to a more significant purchase, such as an extended warranty.