The tendency of people to comply with a second, lesser request after refusing a larger one is called the ______ technique.

A) lowball
B) door-in-the-face
C) foot-in-the-door
D) bait-and-switch

The description given in the question matches the door-in-the-face technique, where a large request is made first and then followed up with a smaller one. This technique takes advantage of the principle of reciprocity, where people feel obligated to comply with a smaller request after refusing a larger one. The other options (lowball, foot-in-the-door, bait-and-switch) involve different persuasion tactics.