Which term best describes the practice of starting with a small request to build later compliance?

• A. Foot-in-the-door
• B. Door-in-the-face
• C. Lowball
• D. That’s not all

Answer: (A)

Foot-in-the-door is the term for starting with a small request to build later compliance. By agreeing to the initial, minor ask, people begin to see themselves as the type of person who helps or cooperates, which makes them more likely to consent to a larger request later in order to stay consistent with that self-image. The approach works best when the bigger request follows logically from the first and the two asks feel connected, so the progression is seamless. This differs from the door-in-the-face tactic, which starts with a large, almost certainly refused request so the smaller one seems more reasonable by comparison; from the lowball tactic, where commitment is obtained but the terms become less favorable after the fact; and from that’s-not-all, which adds extra offers or bonuses after the initial agreement but doesn’t hinge on a separate initial commitment.