Which technique involves getting someone to agree to a small request before asking for a larger one?

Which technique involves getting someone to agree to a small request before asking for a larger one?

• A. Door-in-the-face technique
• B. Foot-in-the-door technique
• C. Lowball technique
• D. Reciprocal concessions

Answer: (B)

The foot-in-the-door technique is a persuasive strategy that builds compliance by starting with a small request to gain eventual agreement to a larger request. The underlying principle is that by first agreeing to a minor request, individuals are more likely to feel committed or to see themselves as helpful. This sense of commitment makes them more inclined to agree to the subsequent, larger request. This technique has psychological roots in the concepts of consistency and commitment. When a person agrees to the initial small request, they create a self-perception of themselves as someone who supports the requester's needs or goals. Thus, when the larger request is presented, they are more likely to comply to maintain that consistent self-image. For instance, if someone is first asked to sign a petition and agrees, they are often more likely to later agree to help in a related cause, such as donating money or time. This progressive buildup of requests works effectively in leveraging an individual's sense of obligation and commitment to responding positively. The other techniques mentioned, such as door-in-the-face, lowball, and reciprocal concessions, involve different mechanisms of persuasion and do not specifically follow this incremental approach of starting small and then escalating to a larger request. Therefore, the foot-in-the-door technique is the correct answer in this

The foot-in-the-door technique is a persuasive strategy that builds compliance by starting with a small request to gain eventual agreement to a larger request. The underlying principle is that by first agreeing to a minor request, individuals are more likely to feel committed or to see themselves as helpful. This sense of commitment makes them more inclined to agree to the subsequent, larger request.

This technique has psychological roots in the concepts of consistency and commitment. When a person agrees to the initial small request, they create a self-perception of themselves as someone who supports the requester's needs or goals. Thus, when the larger request is presented, they are more likely to comply to maintain that consistent self-image.

For instance, if someone is first asked to sign a petition and agrees, they are often more likely to later agree to help in a related cause, such as donating money or time. This progressive buildup of requests works effectively in leveraging an individual's sense of obligation and commitment to responding positively.

The other techniques mentioned, such as door-in-the-face, lowball, and reciprocal concessions, involve different mechanisms of persuasion and do not specifically follow this incremental approach of starting small and then escalating to a larger request. Therefore, the foot-in-the-door technique is the correct answer in this