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Implementing the doorin-the-face technique for persuasion from "summary" of Manual de persuasão do FBI by Marvin Karlins ,Jack Shafer
The door-in-the-face technique is a classic strategy for persuasion. The basic idea is to make a large request that you know will be turned down, and then follow it up with a smaller, more reasonable request. This second request is what you were really after all along, but by comparison to the first request, it seems much more reasonable. The person you are trying to persuade is more likely to agree to the smaller request because they feel like they are making a compromise. The key to using the door-in-the-face technique effectively is timing. You need to make sure that the second request comes right after the first one is turned down. If there is too much of a gap between the two requests, the person you are trying to persuade may not make the connection between them, and the technique won't work. Another important factor is the size of the initial request. It needs to be big enough to be turned down, but not so outrageous that it seems absurd. You want the person you are trying to persuade to feel like they are making a reasonable decision when they agree to the second request. One way to increase the effectiveness of the door-in-the-face technique is to provide a reason for the initial request. People are more likely to agree to a request if they understand the reasoning behind it. This can make the second request seem more reasonable in comparison. It's also important to be genuine when using this technique. People are more likely to see through manipulative tactics if they feel like they are being taken advantage of. By being honest and transparent about your intentions, you can build trust with the person you are trying to persuade.- The door-in-the-face technique can be a powerful tool for persuasion when used correctly. By making a large initial request, following it up with a smaller one, and providing a reason for the first request, you can increase the likelihood that someone will agree to your desired outcome.
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