Door-in-the-Face: Aim High
C
Cialdini Contributor
Reciprocity
Request 1: “Will you volunteer 2 hours every week for 2 years?” (No). Request 2: “Will you volunteer just once for 2 hours?” (Yes). By backing down from the large request, you appear to be making a concession. The other person feels obligated to reciprocate by agreeing to the smaller request.
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