MENTAL MODEL · M9915

Door-in-the-Face Effect

CollaborateHigh supportCommunication

Included

Version 1.0.0 · Updated 2026-07-30

CORE DEFINITION

A strategy proposed by Lu Xun: If you want to open a window, you must first propose tearing off the roof, making the window opening more acceptable. Scaffolding role: Utilize the contrast effect. First propose a more radical plan, making the true goal seem moderate and acceptable.

SCAFFOLDING EFFECT

psychology

Reduce cognitive load

Utilize the contrast effect. First propose a more radical plan, making the true goal seem moderate and acceptable.

anchor

Anchor fast decisions

The door-in-the-face effect refers to first making a large request that is refused, then making a smaller, real request, which the other party is more likely to accept due to contrast and reciprocity. It leverages the sense of concession and consistency pressure.

MINIMUM ACTION

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Practice this model in one real situation:

First throw out an obviously excessive anchor, and after being refused, quickly lower to the real goal. Maintain a sincere attitude, making the other party feel you have conceded and thus respond by agreeing.

Check to track your progress (stored locally)

Learning progress0%

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Source support: Explicit

link
zh.wikipedia.orghttps://zh.wikipedia.org/wiki/%E4%BB%A5%E9%80%80%E4%B8%BA%E8%BF%9B%E6%B3%95ZH · Explicit
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