People were asked if they would be willing to chaperone kids from the delinquent program at the zoo for 2 hours.
Another group was first asked if they would be willing to chaperone kids for 2 hours every week for 2 years. After everyone refused, they were asked to do it one time as the first group.
People in the second group were 3 times more likely to say yes.
We are more likely to say yes to a smaller request after having said no to a larger one.
See the full study here :
Cialdini et al (1975). Reciprocal Concessions Procedure for Inducing Compliance: The Door-in-the-Face Technique
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