Interesting that it has a name, to make "Door in the face" akin to the opposite "Foot in the door". It is discussed by Charlie Munger as part of what he calls

Interesting that it has a name, to make "Door in the face" akin to the opposite "Foot in the door". It is discussed by Charlie Munger as part of what he calls the "reciprocation tendency", after the studies from Robert Cialdini in the practice of "«ask for a lot and back off»".