What does the Door-in-the-Face Technique involve?

The Door-in-the-Face Technique involves making a large request that is likely to be refused, followed by a smaller, more reasonable request. This method operates on the principle of reciprocity; the person who is being asked for a favor feels a sense of obligation to comply after having rejected the larger request. When presented with the smaller request, it often appears more reasonable in comparison, making it more likely to be accepted. This technique is effective because it plays on the psychological dynamics of concession and obligation, often resulting in increased compliance for the subsequent request.

The other options speak to different psychological strategies. Utilizing social roles typically focuses on how the expectations of specific roles influence behavior, while group cohesiveness pertains to the bonds that can influence group behavior but does not specifically employ the request technique. Encouraging social facilitation involves enhancing task performance in the presence of others, which is unrelated to the request strategy involved in the Door-in-the-Face Technique.