The Rejection-Then Retreat Technique A

Multiple Choice

The rejection-then retreat technique a.k.a. door-in-the-face technique) works because of the following EXCEPT

A) people feel guilty after rejecting the first request.
B) people feel the need to counter a requester's concession with a concession of their own.
C) people see the second request as a smaller request when it follows the rejected request.
D) None of the above That is, all of the above contribute to its effectiveness)