Why is the door-in-the-face technique effective?

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asked Jan 20 in Psychology by OnaSchnell25 (1.8k points)

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answered Jan 20 by JeanetteShar (1.6k points)

The technique is effective because it relies on the principle of reciprocal concessions, as people feel a need to give in to a smaller request after the other party has made a concession.

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Why is the door-in-the-face technique effective?

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