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Psychology

Foot-in-the-Door and Door-in-the-Face: Two Classic Compliance Techniques

Quick fact

Research shows that foot-in-the-door can increase compliance by over 70% in some situations, while door-in-the-face can boost compliance by as much as 30% compared to asking for the small request alone.

Why this is interesting

You've just been asked a huge favor—and you said no. Moments later, the same person asks a smaller favor, and you're more likely to say yes. Why? The answer lies in two sneaky strategies that shape your decisions every day.