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I think the noun phrase and wiki link you're looking for is "door-in-the-face technique", https://en.wikipedia.org/wiki/Door-in-the-face_technique.

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It's all just based on the idea of anchoring.

https://en.wikipedia.org/wiki/Anchoring_effect

These are both exactly what I had in mind. DITF was specifically something I'd definitely read about but couldn't remember the name for. Also think this reply correctly identifies that anchoring bias is the underlying more generic version of this effect / tactic.

Thanks!

Edit: Specifically, reading through https://en.wikipedia.org/wiki/Negotiation#Tactics, I believe both the "Highball/Low-ball or Ambit claim" and "Anchoring" sections describe the phenomena I was thinking of.

Thanks to you, I learned and named some interesting concepts today.

I also found that vaguely explaining to GPT-4 the description you start with, also produced the proper names for me. Unstructured querying that I could not Google-Fu

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