Glossary Term: Foot-in-the-door Technique

Definition

The foot-in-the-door technique is a compliance tactic. It aims at getting a person to agree to a large request by having them agree to a modest request first. This technique works by creating a connection between the person asking for a request and the person that is being asked.

Why is the foot-in-the-door technique effective?

The foot-in-the-door technique can be effective because it creates a relationship. Granting a small request leads an individual to develop a positive attitude toward cooperating. In turn, this positive attitude can lead to granting a larger request.

How do I use the foot-in-the-door technique?

Determine an appropriate small request. This small request should be easily accomplished and not seen as a huge ask. If your first task has been successful, create a pitch containing a detailed plan for your second larger request and present it.

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