MENTAL MODEL · M1387

Reciprocal Concessions

BehaviormediumPsychology

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Version 1.0.0 · Updated 2026-07-30

CORE DEFINITION

Also known as the underlying mechanism of the Door-in-the-face technique. If I first make a large request that you reject, and then I step back and make a smaller request, you will perceive this as a 'concession', and due to the principle of reciprocity, you will also tend to make a concession (agree to the smaller request).

SCAFFOLDING EFFECT

psychology

Reduce cognitive load

Retreat to advance. If you want to borrow 100 yuan, first ask to borrow 1000 yuan. After the other party refuses, then propose 100 yuan; the success rate is much higher than directly asking for 100 yuan.

anchor

Anchor fast decisions

It is a specific mechanism of the reciprocity principle in negotiation: when the other party makes a concession first, we develop a sense of fairness and obligation to reciprocate, making us more likely to accept the subsequent smaller request (i.e., the Door-in-the-face effect).

MINIMUM ACTION

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Practice this model in one real situation:

Make an obviously excessive request that is likely to be rejected (the 'door').
After rejection, voluntarily step back and propose the real goal (the smaller request).
Let the other party perceive this as a 'concession'.
Use the reciprocity psychology to facilitate agreement.
Control the exaggeration of the initial request to avoid appearing insincere.

Check to track your progress (stored locally)

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Source support: Explicit

link
thedecisionlab.comhttps://thedecisionlab.com/reference-guide/psychology/reciprocityZH · Explicit
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