This is a persuasion tactic that involves making small requests with low chances of refusal and gradually increasing the size of the requests to make it difficult for people to say no. When people accept small requests, they may perceive themselves as kind and accommodating, which makes it harder for them to refuse larger requests that follow. This technique is useful in situations where you want someone to do something, like supporting a political candidate or participating in a campaign. For instance, you could start by asking them to wear a pin or badge supporting the candidate and then gradually ask them to do more as they become more committed.
The Door-in-the-face technique
This works by making a large request that you know people will refuse and then following it up with a smaller, more reasonable request. By initially asking for something that is unlikely to be granted, you make the smaller request seem more reasonable in comparison, and people are more likely to agree. This technique can be effective for a good cause or something with a strong moral justification. For example, you could ask someone to donate a large sum of money to a nature conservation campaign, knowing that they will refuse, and then follow up by asking them to sign a petition or volunteer their time.
The Low-ball technique
It is a persuasion technique that takes advantage of people's tendency to stick to their initial agreements, even if they receive new information that would have made them refuse initially. This technique does not involve lying but rather withholding certain information until after the agreement is made. By revealing new information that would have made the person refuse initially, you put pressure on them to stick to their initial agreement. For example, you could ask someone to participate in an experiment and only reveal the start time after they have agreed. If the start time is early, the person may be more likely to go through with it because they already agreed.
The That's-not-all technique
This involves presenting a product or service in a sequential and progressive manner, with each addition presented as a bonus or discount. By presenting the product or service in this way, you make it harder for the customer to say no because they feel like they are getting a good deal. This technique is commonly used in home shopping ads, where products are bundled together with a discount. For example, you could sell a subscription service by presenting it as a series of add-ons, each with a discount, making it more appealing to customers.