Question

john asks his mother to extend his curfew from 11:00 pm to 3:00 am so he can attend a party in a near-by town with friends. his mother refuses, so john asks if she will extend the curfew until 2:00 am. she again refuses and john continues to negotiate until they decide his curfew will be 1:30 am. this is an example of _____________.
a. foot-the-door persuasion
b. door-in-the-foot persuasion
c. face-in-the-door persuasion
d. door-in-the-face persuasion

Explanation:

To solve this, we analyze the persuasion technique:

• Door - in - the - face persuasion involves making a large, unreasonable request (John's initial request of 3:00 am curfew) that is likely to be refused. Then, a smaller, more reasonable request (negotiating down to 1:30 am) is made, which is more likely to be accepted as a compromise.
• Foot - in - the - door starts with a small request to get a larger one later, which is not the case here.
• The other options (door - in - the - foot, face - in - the - door) are not valid psychological persuasion techniques in this context.

Answer:

d. door - in - the - face persuasion