Mind & Psychology•January 13, 2025•1 min read

Door-in-the-Face: Aim High

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CialdiniContributor

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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Cialdini

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