The Door-In-The-Face Technique is a persuasive strategy used in negotiation and sales. It involves making a large request that is likely to be rejected, followed by a smaller, more reasonable request. The idea is that after refusing the first request, the person may feel more inclined to agree to the second one, perceiving it as a compromise. This technique relies on the principle of reciprocity, where the person feels a social obligation to respond positively after the initial refusal. It is commonly used in various fields, including marketing and psychology, to influence decision-making and increase compliance.