This term describes a compliance technique where a person attempts to influence another by first making a large request, which the person will most likely turn down. Then, the requester follows up with a smaller, more reasonable request. The individual is more likely to agree to the second, more reasonable request than if that same request were made initially. For example, an individual might ask their neighbor to watch their dog for a month (large request). When the neighbor declines, the individual follows up by asking them to watch the dog for a weekend (smaller request). The neighbor is now more likely to agree to the weekend request.
This technique capitalizes on principles of reciprocity and perceptual contrast. The individual declining the initial large request may feel guilty, and thus more inclined to comply with a subsequent smaller request to alleviate that guilt. The smaller request also appears more reasonable in contrast to the initial, larger request. This strategy is commonly employed in sales and negotiation settings to increase the likelihood of achieving a desired outcome. Its effectiveness has been demonstrated through various psychological studies since its initial exploration, providing valuable insights into the nuances of social influence and persuasion.
