Definition:

The Low-Ball Technique is a persuasion tactic that involves initially offering a desirable proposition at a low cost or commitment, only to later increase the terms or conditions once the person has committed to the agreement.

Overview:

The Low-Ball Technique is commonly used in sales, negotiations, and other forms of persuasion, where the goal is to gain compliance from the other party. This technique takes advantage of the psychological principle of commitment and consistency, where people have a tendency to stick to their initial agreements.

Process:

The process of employing the Low-Ball Technique typically involves the following steps:

  1. Initial attractive offer: The persuader presents an offer that appears highly attractive to the target person. This offer is often presented with a low cost, minimal commitment, or seemingly advantageous terms.
  2. Agreement: The target person agrees to the initial offer, demonstrating their commitment and creating a feeling of obligation to follow through.
  3. Change in terms: After the agreement is made, the persuader reveals changes or additional conditions to the original offer that were not disclosed initially. These changes may involve increased costs, additional requirements, or other factors that make the offer less favorable.
  4. Justification: The persuader provides justifications or logical explanations for the changes, making them seem reasonable or necessary despite the initial attractiveness of the offer.
  5. Renegotiation: The persuader tries to convince the target person to accept the modified terms, leveraging their previous commitment and the desire to maintain consistency.

Implications:

The Low-Ball Technique can be an effective tactic for increasing compliance and securing agreements. By capitalizing on people’s inclination to maintain consistency, the persuader can often convince individuals to accept terms they would have rejected initially. However, it is crucial to use this technique ethically and ensure transparency and fairness for all parties involved.

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