A compliance technique where an unreasonably large request is made first and rejected, followed by a smaller, more reasonable request that seems moderate by comparison. The contrast makes the second request appear more acceptable, increasing compliance rates.
Named by Robert Cialdini in the 1970s to contrast with the foot-in-the-door technique, using the metaphor of a door being slammed in someone's face after an outrageous request. The technique exploits the principle of reciprocal concessions.
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