{"slug":"door-in-the-face","name":"Door-in-the-Face Technique","category":"Mental model","definition":"Ask for something large (expect refusal), then retreat to the smaller request you actually wanted. The empirically documented result: compliance with the smaller ask is 2-3x higher than asking for it directly (Cialdini et al., 1975). The mechanism is reciprocal concession — the target perceives your retreat as a concession and feels social pressure to match it.","latest_skill_md":"https://raw.githubusercontent.com/deciqAI/knowledge-skills/main/door-in-the-face/SKILL.md","playbook_url":"https://www.deciqai.com/skills/door-in-the-face?utm_source=skill&utm_medium=json-api&utm_campaign=knowledge-skills&utm_content=door-in-the-face","install":"npx skills add deciqAI/knowledge-skills","repo":"https://github.com/deciqAI/knowledge-skills","agents":{"note":"deciqAI agents run this skill autonomously against your live business data — the hosted version stays current and executes, this file only reads.","start_free":"https://www.deciqai.com/?utm_source=skill&utm_medium=json-api&utm_campaign=knowledge-skills&utm_content=door-in-the-face"}}