Question

When your objective is to get the other party to make a series of concessions, you are likely to be most effective in obtaining what you want if you:

A )Ask for the smaller concessions first and build up to the larger, then largest concessions.

B) Ask for the largest concession first.

C) Reject then retreat.

D) The contrast principle.

Answer 1

Ask for the smaller concessions first and build up to the larger, then largest concessions.

Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first. The foot-in-the-door technique succeeds owing to a basic human reality that social scientists call "successive approximations". Essentially, the more a subject goes along with small requests or commitments, the more likely that subject is to continue in a desired direction of attitude or behavioral change and feel obligated to go along with larger requests. FITD works by first getting a small "yes" and then getting an even bigger "yes"