Door-in-the-Face: Winning by getting rejectedWhy a calculated retreat secures the deal

From the show

Behavior Manipulation

Spot when a sudden concession is actually a psychological trap. Manipulators often make an extreme request first, knowing you will refuse, simply to make their actual goal seem reasonable by comparison. This exploits the social norm of reciprocity, tricking your brain into viewing the second offer as a favor you must return.