John asks his mother to extend his curfew from 11:00 pm to 3:00 am so he can attend a party in a near-by town with friends. His mother refuses, so John asks if she will extend the curfew until 2:00 am. She again refuses and John continues to negotiate until they decide his curfew will be 1:30 am. This is an example of _______________.

John begins with a very large request: extending his curfew from 11:00 pm to 3:00 am. After his mother refuses, he makes smaller requests, and they settle on 1:30 am. This is door-in-the-face persuasion: starting with an excessive request and then offering a smaller one that seems more reasonable. Choice D, “door-in-the-face persuasion,” is correct.

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