door-in-the-face technique

proper noun

A compliance strategy in which an initial, large request is made with the expectation that it will be refused, followed by a second, smaller request that is the actual target.

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Meanings

proper noun
  1. human sciencesA compliance strategy in which an initial, large request is made with the expectation that it will be refused, followed by a second, smaller request that is the actual target.

Origin

Modelled on the earlier foot-in-the-door technique, with the idea of having the door slammed in one's face when the original request is refused.

Full word history & related roots →
Cite this entry
APA

door-in-the-face technique. (n.d.). In WatkinsX Dictionary. Retrieved November 5, 2026, from https://dictionary.watkinsx.com/word/door-in-the-face%20technique

MLA

“door-in-the-face technique.” WatkinsX Dictionary, https://dictionary.watkinsx.com/word/door-in-the-face%20technique. Accessed November 5, 2026.

Chicago

WatkinsX Dictionary, s.v. “door-in-the-face technique,” accessed November 5, 2026, https://dictionary.watkinsx.com/word/door-in-the-face%20technique.

Source: door-in-the-face technique on Wiktionary, CC BY-SA 4.0.