A Closer Look At Concession, or “The Foot In The Door” Technique


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Do you want people to say “yes” to a request you make? In this episode of the Human Tech podcast we take a closer look at the original research on concessions and the Foot in the Door technique. We discuss what works, what doesn’t and why.

Here’s the reference for the study we are looking at:

Cialdini, R. B., & Et al. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology31(2), 206-215. doi:10.1037/h0076284

Human Tech is a podcast at the intersection of humans, brain science, and technology. Your hosts Guthrie and Dr. Susan Weinschenk explore how behavioral and brain science affects our technologies and how technologies affect our brains.

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