door in the face
/ˌdɔːr ɪn ðə ˈfeɪs/
making a large request first so a smaller one seems reasonable
door in the face in a sentence
“Can I borrow $100? No? How about $20?”
Origin of door in the face
From having a door closed in your face, then trying again smaller
Related Words
anchoring
setting a reference point that influences subsequent judgments
reciprocity
leveraging the human tendency to return favors
social proof
showing that others have already done what you're asking
Socratic questioning
leading someone to insight through carefully crafted questions
planting a seed
introducing an idea subtly so it grows in the other's mind
yes ladder
getting small agreements that lead to a larger yes