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The counselor is using the door-in-the-face technique by starting with a large request, then following up with a smaller one. This technique leverages self-perception to increase compliance.
The counselor is employing the door-in-the-face technique when they ask a client to comply with a minor request and then follow it with a larger one. This technique involves starting with an unreasonable, large request that is expected to be rejected, and then presenting a more reasonable request that was the target all along.
One example of this is when a person asks for a significant favor, anticipating it to be turned down, and then follows up with a smaller, more manageable request that the person is more likely to agree to after the initial rejection.
This technique capitalizes on the principle of self-perception, where individuals infer their helpful nature based on their compliance with the initial minor request, making them more likely to agree to the subsequent larger request.
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