What does the door-in-the-face technique involve

A)  Making a long series of very small requests, until the target stops agreeing. 
B)  Concealing some of the costs associated with a request until after the request has been accepted. 
C)  Making a very large request that is likely to be turned down to increase the chances that people will agree to a smaller request later. 
D)  Adding incentives to a request that has been turned down until people finally agree to go along with the initial request.

Door-in-the-face Technique

A persuasion strategy where a large, unreasonable request is first made knowing it will be refused, followed by a smaller, more manageable request.

Large Request

A technique in persuasion and social influence wherein an initially substantial and possibly unrealistic demand is made, expecting a subsequent smaller request to be more likely accepted.

Small Request

A strategy in persuasion where one starts with a minor request to increase the likelihood of compliance with a larger request later.