Read about guilt and expected guilt in the door-in-the-face technique, if that’s what you want to read:
“Guilt and expected guilt in the door-in-the-face technique,” Daniel J. O’Keefe, & Marianne Figgé, Communication Monographs, 66 (4), 1999, 312-324.
BONUS: The two co-authors have an earlier take on the topic:
O’Keefe, D. J. & Figgé, M. (1997). “A guilt-based explanation of the door-in-the-face influence strategy,” Human Communication Research, 24, 64-81.