What can a small request do for you?
One of the most popular techniques is the foot in the door technique.
In a nutshell, this technique involves starting with a small request before you make a larger request.
H. Armstrong Roberts / Retrofile RF / Getty
And its actually quite effective, according to research.
What Is the Foot in the Door Technique?
The psychologists named this the Foot-in-the-Door (FITD) technique.
Lets look at some of the scenarios where this technique is utilized.
Some of them are likely already quite familiar to you.
Charitable Donations
The foot in the door technique is often used to solicit charitable donations.
For instance, Dr. Dees gives the example of wanting to ask a friend for help or support.
You might first start with asking if they would lend you a book or another more trivial ask.
I often utilize the foot in the door technique to facilitate deeper conversations, she says.
Probably the most famous one is the door in the face technique.
This technique is basically the opposite of the foot in the door technique.
The foot in the door technique is a gentler and more gradual approach, Dr. Dees points out.
Ethical considerations arise when this technique manipulates or pressures individuals beyond their comfort zones, Tse notes.
It’s essential to use this technique judiciously to avoid any sense of coercion or obligation, Tse emphasizes.
This is true in both interpersonal and public uses of the technique.
Any person or entity using this technique must be vigilant that its used with integrity.
Consistency in your requests makes the other person begin to appreciate the connection between the steps, she explains.
You should make it clear that the other person understands your motives for requesting what you are asking for.
Always keep the other personsboundariesin perspective, Dr. Dees advises.
Ethics are important here, she explains.
It works in the area of marketing, political campaigns, and securing donations for charity and other causes.
But it should be done thoughtfully and with care.
Pascual A, Gueguen N, Pujos S, et al.Foot-in-the-door and problematic requests: A field experiment.Soc Influ.
2012;8(1):4653. doi:10.1080/15534510.2012.696038
American Psychological Association.Foot-in-the-door technique.
APA Dictionary of Psychology.
2020;8(4).
doi:10.25215/0804.156
American Psychological Association.Door-in-the-face technique.
APA Dictionary of Psychology.
