Question

John asks his mother to extend his curfew from 11:00 pm to 3:00 am so he can attend a party in a near-by town with friends. His mother refuses, so John asks if she will extend the curfew until 2:00 am. She again refuses and John continues to negotiate until they decide his curfew will be 1:30 am. This is an example of _______________.
a.
foot-the-door persuasion
b.
door-in-the-foot persuasion
c.
face-in-the-door persuasion
d.
door-in-the-face persuasion

Answer 1

d. door-in-the-face persuasion

Explanation: He first makes a large request (until 3:00 a.m.) that’s refused, then follows with smaller, more reasonable requests until the mother agrees — the classic door-in-the-face technique.