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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 facto...
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