door-in-the-face technique

Questions

What does door-in-the-face technique mean?

A compliance strategy in which an initial, large request is made with the expectation that it will be refused, followed by a second, smaller request that is the actual target.

Where does door-in-the-face technique come from?

Modelled on the earlier foot-in-the-door technique, with the idea of having the door slammed in one's face when the original request is refused.

How to pronounce door-in-the-face technique

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