Asking someone for a very large favor that he or she will certainly refuse and then following that request with one for a more modest favor (which tends to be seen as a concession that the target will feel compelled to honor)
a compliance technique in which one makes an initial small request to which nearly everyone complies, followed by a larger request involving the real behavior of interest
Negative state relief hypothesis
the idea that people engage in certain actions, such as agreeing to a request in order to relieve negative feelings and to feel better about themselves
the idea that people reassert their prerogatives in response to the unpleasant state of arousal they experience then they believe their freedoms are threatened.
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