Why does the door in the face technique work

This means that as long as the request in consistent with or similar in nature to the original small request, the technique will work (petrova et al., 2007).The technique is referred to as ditf because it actually does involve a proverbial slamming of the door on someone's face (request).It has been a popular tool of those in the persuasion trade since it was introduced nearly 40 years ago.This technique achieves compliance as refusing a large request increases the likelihood of agreeing to a second, smaller request.Give person large request, they reject 2.

→ first two acts cancel each other out, you end up even.A key to understanding the fitd technique, freedman and fraser note, is that the two requests need not be related:People are more likely to comply when they believe they share something in common with the person making the request.;The door in the face technique.Door in the face is an influencing technique that involves an initial outrageous offer that is designed to fail followed by a more reasonable request.

But there's another technique that calls on a similar image—the door in the face technique.One of the things they would do was to put one foot in the door to stop people from shutting it on them.The foot in the door technique evokes an image of physically getting into someone's house.The more pressure, the more compliance.