Listeners are more likely to accept a big second request or offer when contrasted with a much bigger request or offer.

Question

Quizplus · Accepted Answer

This phenomenon is known as the "door-in-the-face" technique, where a large, often unreasonable request is made first and, when refused, is followed by a smaller, more reasonable request. The contrast between the two requests makes the second seem more acceptable.

Listeners Are More Likely to Accept a Big Second Request