Describe the door-in-the-face technique, and explain why this is an effective compliance strategy. ...

The door-in-the-face technique is a two-step technique. It begins with a ridiculous
request, which, once denied by the target, is followed up with a more reasonable
request. This strategy is effective because it draws on the norm of reciprocity (i.e., the
reduction leads the target to reciprocate and accede to the second request) and on
perceptual contrast (i.e., the second request does not look so arduous as compared
with the first one). In one study, college students were more likely to agree to escort a
group of juvenile delinquents on a one-day trip to the zoo if they had been first asked to
volunteer time over many weeks to work with these children.