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... > social science subjects > business and management > organization studies > organization studies encyc > leadership theory > influence (psychology) > door-in-the-face technique
... > social science subjects > psychology > social psychology > group dynamics > organizational behavior > leadership theory > influence (psychology) > door-in-the-face technique
... > social science subjects > business and management > organization studies > organizational behavior > leadership theory > influence (psychology) > door-in-the-face technique
... > social science subjects > business and management > organization studies > organization studies encyc > organizational behavior > leadership theory > influence (psychology) > door-in-the-face technique
... > social science subjects > psychology > applied psychology > industrial psychology > organizational structure, design, and change > organizational behavior > leadership theory > influence (psychology) > door-in-the-face technique
... > social science subjects > psychology > social psychology > group dynamics > organizational behavior > influence (psychology) > door-in-the-face technique
... > social science subjects > business and management > organization studies > organizational behavior > influence (psychology) > door-in-the-face technique
... > social science subjects > business and management > organization studies > organization studies encyc > organizational behavior > influence (psychology) > door-in-the-face technique
... > social science subjects > psychology > applied psychology > industrial psychology > organizational structure, design, and change > organizational behavior > influence (psychology) > door-in-the-face technique
social science subjects > psychology > social psychology > influence (psychology) > door-in-the-face technique
... > social science subjects > psychology > social psychology > group dynamics > group influence > power (sociology) > types of power > influence (psychology) > door-in-the-face technique

Preferred term

door-in-the-face technique  

Definition

  • Definition The door-in-the-face is an influence technique based on the following idea: If you want to make a request of someone but you're worried that they might say no, get them to say no to a larger request first. Although this approach may seem odd, psychologists have identified two reasons why a “no” in response to a large request often leads to a “yes” in response to a subsequent smaller request. [Source: Encyclopedia of Social Psychology; Door-In-The-Face Technique]

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https://concepts.sagepub.com/social-science/concept/door-in-the-face_technique

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