第二步：精读重点段落

（Tips: 双击文中单词可以查释义并加入你的生词本哦）

第三段（精读）
The persuader first makes a rather excessive and extravagant request to the subject (which is most likely to be turned down) and after he is turned down, he immediately follows it up with a more reasonable request, one that is more likely to be accepted. But why does the door-in-the-face technique work and why does the subject so readily agree to the second request? This is where the basic human need of pleasing people, being liked by everyone, and not being socially rejected kicks in―the subject feels guilty for having denied the first request and causing disappointment to the persuader, so when he is given a second choice (or a second chance), and a much more reasonable one at that. He finds it easier to accept it and redeem himself of his negative feelings, if you may.

• Extravagant adj.过度的
• turned down 拒绝
• redeem vt.补救，补偿

第五段（精读）
The genius of this phenomenon is seen in the fact that the persuader's intention is to get the second request fulfilled all along, but because the subject will refuse it on the spot if presented as a ridiculously improbable request. As anticipated, the request is refused and when the second request is made, it is granted much more easily, thus the persuader gets what he/she had wanted all along.

• Fulfill vt.满足
• Ridiculously adv.荒谬地
• Refuse vt. 拒绝
• Anticipate vt.预料

（Tips: 双击文中单词可以查释义并加入你的生词本哦）

The Door-in-the-face Technique

第一段
The world of psychology is truly fascinating. It lets us in on how the human mind works; and while one can never really pin human behavior into a definitive (because it is not an equation and it is not math), there are certain behavior patterns that can be observed. Of the many, many interesting facets of human behavior, compliance―or getting someone to do what you want is definitely something that people are truly fascinated by. And a very interesting technique that forms a part of compliance is the door-in-the-face technique. Which is exactly how it sounds―a metaphorical slamming of the door in someone's face.

• Pin vt.订，别上
• Fascinate vt. 着迷

第二段

WHAT IS THE DOOR-IN-THE-FACE TECHNIQUE?

The door-in-the-face technique (DITF) is a technique that involves a set pattern―first you get a no and then you get a yes. This is how it works:

第三段（精读）
The persuader first makes a rather excessive and extravagant request to the subject (which is most likely to be turned down) and after he is turned down, he immediately follows it up with a more reasonable request, one that is more likely to be accepted. But why does the door-in-the-face technique work and why does the subject so readily agree to the second request? This is where the basic human need of pleasing people, being liked by everyone, and not being socially rejected kicks in―the subject feels guilty for having denied the first request and causing disappointment to the persuader, so when he is given a second choice (or a second chance), and a much more reasonable one at that. He finds it easier to accept it and redeem himself of his negative feelings, if you may.

• Extravagant adj.过度的
• turned down 拒绝
• redeem vt.补救，补偿

第四段
For example, say Rose wants to go for a film in the eve and she'll be home by 9 pm. She knows that her parents won't like her staying out so late. So she asks her parents whether she can be home by 12 am and is immediately refused. She then follows that up by requesting for a 9 pm slot and is granted permission.

• Grant vt. 允许

第五段（精读）
The genius of this phenomenon is seen in the fact that the persuader's intention is to get the second request fulfilled all along, but because the subject will refuse it on the spot if presented as a ridiculously improbable request. As anticipated, the request is refused and when the second request is made, it is granted much more easily, thus the persuader gets what he/she had wanted all along.

• Fulfill vt.满足
• Ridiculously adv.荒谬地
• Refuse vt. 拒绝
• Anticipate vt.预料

第六段
The technique is referred to as DITF because it actually does involve a proverbial slamming of the door on someone's face (request). This technique is used very commonly, not only by salesmen and marketing professionals, but examples are rife of such instances being used in everyday life as well.

第七段

FACTORS RESPONSIBLE FOR SUCCESS

This phenomenon works best in social settings―if it has something to do with helping people or learn something. The success of this method is also determined by two other factors―one, the second request has to be made by the same person, and two, the second request should be made immediately after the first, so that the feelings of guilt and other moderations in the mind are not lost.

• Moderations n.改进

第八段

EXAMPLES OF DOOR-IN-THE-FACE EFFECT

Example- Friend to Friend
Request 1 - Can you watch my dog for the whole day?
Request 2 - Can you watch him for an hour while I go to the market?

Example- Employee to Employer
Request 1 - Boss, can I have a 30% hike in my salary?
Request 2 - Can I have a 10% hike?

• Hike n.涨价

Example - Employee to Store Manager
Request 1 - Can I take the week off?
Request 2 - Can I take one day off?

Example - Mother to Son
Request 1 - Can you clean your room by tonight?
Request 2 - Can you make your bed by tonight?

第九段
The door-in-the-face technique really does work because even though the human mind is unpredictable, it is predictable in many ways. So the next time you need someone to comply, why don't you try this technique?