Door in the Face

One concept. Four tiers of command. Which do you speak?

Category: Psychology

Foundational Lexiconask big then small
Executive Parlancerejection then retreat
Scholarly Discourseconcession reciprocity
Babel ZenithDoor in the Face
Origin: Psychology

Etymology & Meaning

A rejected large request makes a smaller request more likely to succeed.

In the Boardroom

Asking for the moon, then settling for what you wanted.

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