Attitude Formation and Attitude Change

AP Psychology· difficulty 4/5

Door-in-the-face technique starts with

A
$A small commitment, making a larger request more likely accepted later$
B
$An attractive low-ball offer that is revised upward after agreement$
C
$An unreasonably large request likely to be refused, then a smaller, target request$
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D
$A neutral question used to build rapport before any real request$

Explanation

Reciprocity norm: if I gave up something (asking smaller), you should too.

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