APA Dictionary of Psychology

a two-step procedure for enhancing compliance that consists of (a) presenting an initial large request and then, before the person can respond, (b) immediately making the request more attractive by reducing it to a more modest target request or by offering some additional benefit. Compliance with the target request is greater following the initial request than would have been the case if the target request had been presented on its own. See also door-in-the-face technique; foot-in-the-door technique; low-ball technique.