yes ladder
/ˈjes ˌlædər/
getting small agreements that lead to a larger yes
yes ladder in a sentence
“Start with easy yeses before asking for the big commitment.”
Origin of yes ladder
From climbing a ladder of successive agreements
Related Words
foot in the door
securing a small commitment before requesting a larger one
door in the face
making a large request first so a smaller one seems reasonable
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