a technique to get people to comply with a request, whereby people are presented first with a large request, which they are expected to refuse, and then with a smaller, more reasonable request, to which it is hoped they will acquiesce
increasing the likelihood that someone will comply with a request by first getting them to reject a larger one. 619
A method for achieving compliance in which a certain request is preceded by a much larger one. The refusal of the first request, and the apparent concession on the part of the requester, makes people more likely to agree to the second demand, feeling that they should now make a concession of their own.