Rejection-Then-Retreat Technique

The Rejection-Then-Retreat technique is a compliance strategy that uses Reciprocal Concessions to influence behavior. It is also known as the "door-in-the-face" technique.

The technique involves two steps:

1. Make a large request that the other person is likely to reject.
2. After the person rejects the first request, make a smaller, more reasonable request.

The other person is more likely to agree to the second request because they feel obligated to reciprocate the concession made by the first person. The first person's concession (i.e., retreating from the larger request) creates a feeling of indebtedness in the other person.

This technique is effective because it combines the power of The Rule of Reciprocation with The Contrast Principle. The second request seems smaller and more reasonable in comparison to the first, larger request.