What technique involves asking for a large commitment, then a smaller one after the first is refused?

The technique that involves asking for a large commitment first, followed by a smaller request after the initial refusal, is known as the Door-in-the-Face Technique. This approach is based on the principle of reciprocity and the idea that individuals feel compelled to concede after rejecting a larger request. By first making a bold request that is likely to be turned down, the requester sets the stage for a more reasonable follow-up request, which is perceived as a compromise.

This technique is effective because the person being asked often feels guilty for refusing the large request and is more inclined to agree to the smaller request as a way of maintaining social harmony. The shift from the larger to the smaller request creates a psychological effect that makes the latter seem more acceptable in comparison.

In contrast, the Foot-in-the-Door Technique involves securing agreement to a small request before making a larger one, which capitalizes on the commitment and consistency principle. Lowballing refers to initially offering a low price for a product and then revealing additional costs after the commitment is made, while Highballing usually involves starting with an unrealistically high offer in negotiations.