Framework · Influence · Influence
Sequential requests: foot-in-the-door, rejection-then-retreat, lowball
Three procedures in the book change the answer to a second request through what happened at the first: a small yes first (foot-in-the-door), a refused large request first (rejection-then-retreat), or a decision won on terms that then worsen (lowball). The first two have product-safe forms; the lowball is listed under Not now on revenue grounds.
Plain label: how a first ask changes the nextAlso known as: sequential requests, foot-in-the-door, door-in-the-face, lowball, commitment ladder
| Procedure | First request | Why the second works | Product form | Entry |
|---|---|---|---|---|
| Foot-in-the-door INF-M-25 (Influence Ch.3, p.55) | Small, related, nearly everyone agrees | Self-image shifts toward the cause | Commitment ladder with the endpoint visible | in-t-cc-05 |
| Rejection-then-retreat INF-M-12 (Influence Ch.2, p.28) | Larger, legitimate, likely refused | A returned concession plus contrast | Premium first, then one honest fallback | in-t-rc-16, in-t-rc-23 |
| Lowball INF-M-29 (Influence Ch.3, p.75) | An advantage that will not last | New reasons outlive the removed advantage | None: listed under Not now | in-t-cc-27 |
Book numbers (Ch.3, pp.55-56; Ch.2, pp.29-30, 35-36). Agreement to a large sign rose from 17% to 76% after a small related first request; agreement to chaperone a zoo trip rose from 17% to 50% after a larger request was refused, and follow-through rose with it.
Evidence. Meta-analyses find foot-in-the-door and rejection-then-retreat reliable but much smaller than these headline studies, and rejection-then-retreat weaker on actual behavior than on agreement. Test locally and measure completed actions.
Revenue rule [S]. Lowball and drip pricing lift gross conversion and return as refunds, chargebacks and a gap between the first-seen and final price (INF-K-03). That gap is a default guardrail at checkout and on pricing pages.
Sources
Influence · Robert Cialdini
Ch.3, p.55 · Ch.2, p.28 · Ch.3, p.75
Source IDs: INF-M-25INF-M-12INF-M-29
Book content is paraphrased, never quoted at length. Last verified October 24, 2026.
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