Reciprocal concessions procedure for inducing compliance¶
Cialdini. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology.
Cited by¶
1 citation across 1 artifact.
Each citation links to the sentence it supports in the citing article.
Domain-specific¶
- Concession
- Legal advocacy — conceding the adverse fact the jury will hear anyway, to control its framing rather than appear to have hidden it. Peer-review response letters — granting the methodological limit, then defending the scope-limited claim, the default opening of well-received rebuttals. Policy debate and op-ed steel-manning — acknowledging the strongest part of the opposing case before contesting the rest. Mediation and conflict resolution — structured acknowledgment of grievance as a precondition for substantive movement. Diplomatic joint statements — face-saving partial admissions that narrow a dispute without conceding the whole. Negotiation (the edge of the home territory) — tactical reciprocal-concession dynamics (door-in-the-face), which partly run on value-exchange rather than credibility signaling, hence the substantive-versus-instrumental caveat.
This sourceThe door-in-the-face experiments showing that a rejection-then-moderation sequence produces more compliance with the smaller request and that the effect is mediated by a rule for reciprocation of concessions.
Supported in partVerified against the publisher's abstract
“Additional control conditions in each experiment supported the hypothesis that the effect is mediated by a rule for reciprocation of concessions.”
- Legal advocacy — conceding the adverse fact the jury will hear anyway, to control its framing rather than appear to have hidden it. Peer-review response letters — granting the methodological limit, then defending the scope-limited claim, the default opening of well-received rebuttals. Policy debate and op-ed steel-manning — acknowledging the strongest part of the opposing case before contesting the rest. Mediation and conflict resolution — structured acknowledgment of grievance as a precondition for substantive movement. Diplomatic joint statements — face-saving partial admissions that narrow a dispute without conceding the whole. Negotiation (the edge of the home territory) — tactical reciprocal-concession dynamics (door-in-the-face), which partly run on value-exchange rather than credibility signaling, hence the substantive-versus-instrumental caveat.
Verification¶
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