Approach A Juan: “Can I ask a favor of you?” Emilio: “Yes, I suppose so.” Juan: “OK, here it is. I need to borrow $20.” Approach B Juan: “Emilio, I’ll be straight with you. I need to borrow $20.”
A. Approach A is more likely to work than Approach B.
B. Approach B is more likely to work than Approach A.
C. The two approaches are equally likely to work.
D. There’s no way to know which approach would work better.
A. Approach A is more likely to work than Approach B.
Answer A is a direct use of the foot in the door technique – Emilio has already agreed to allow Juan to ask for a favor, making it much less likely that Emilio will say no to the second request (for $20). This example emphasizes that foot in the door requires only very minimal compliance on the part of the target to create an increased likelihood that the real request will be granted.
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