Definition:
Door in the face is a manipulation technique in which an initial, excessive request is made with the expectation that it will be refused, followed by a smaller request that appears reasonable by comparison.
Usage Context:
Common in sales, negotiations, fundraising, policy proposals, and institutional decision-making where contrast is used to shape acceptance.
Critical Note:
Door in the face exploits social norms around compromise and fairness. The second request feels like a concession, even when it was the intended outcome all along, reducing critical evaluation of its actual impact.