Yet we obtained very different results from a similar sample of college students who were asked the very same question with one difference. Before we invited them to serve as unpaid chaperons on the zoo trip, we asked them for an even larger favor--to spend two hours per week as counselors to juvenile delinquents for a minimum of two years. https://www.classicrockinghorses.co.uk/f-h-ayres-rocking-horses-history/ It was only after they refused this extreme request, as all did, that we made the small, zoo-trip request. But presenting the zoo trip as a retreat from our initial request, our success rate increased dramatically. http://301.nz Three times as many of the students approached in this manner volunteered to serve as zoo chaperons (Cialdini, Vincent, Lewis, Catalan, Wheeler, & Darby, 1975). Be assured that any strategy able to triple the percentage of compliance with a substantial request (from 17 to 50 percent in our experiment) will be used often in a variety of natural settings. http://articlebank.co.uk

Labor negotiators, for instance, often use the tactic of making extreme demands that they do not expect to win but from which they can retreat and draw real concessions from the opposing side. It would appear, then, that the procedure would be more effective the larger the initial request, since there would be more room available for illusory concessions. https://www.laservisionscotland.co.uk/cataract-surgery/ This is true only up to a point, however. Research conducted at BarIlan University in Israel on the rejection-then-retreat technique shows that if the first set of demands is so extreme as to be seen as unreasonable, the tactic backfires (Schwarzwald, Raz, & Zvibel, 1979). http://newprocesses.co.uk In such cases, the party who has made the extreme first request is not seen to be bargaining in good faith. Any subsequent retreat from that wholly unrealistic initial position is not viewed as a genuine concession and, thus, is not reciprocated. http://moreindepth.co.uk