key term - Low-ball Technique

Definition

The low-ball technique is a persuasive strategy where an individual is initially offered an attractive, low-cost option, only to have the price or terms increased later on. This tactic aims to get the target to agree to the initial offer, making them more likely to accept the higher price or less favorable terms when revealed later.

5 Must Know Facts For Your Next Test

1. The low-ball technique exploits the human tendency to escalate commitment once an initial agreement has been made.
2. This technique is often used in sales, negotiation, and marketing contexts to get targets to agree to a deal that may not be in their best interest.
3. The low-ball technique can lead to cognitive dissonance, where the target tries to rationalize the higher price or less favorable terms to avoid admitting they made a poor initial decision.
4. Targets of the low-ball technique may feel a sense of obligation or reciprocity, making them more likely to accept the revised offer.
5. Awareness of the low-ball technique can help individuals resist the pressure to agree to unfavorable terms and make more informed decisions.

Review Questions

• Explain how the low-ball technique exploits human psychology to influence decision-making.
  • The low-ball technique exploits the human tendency to escalate commitment once an initial agreement has been made. By first offering an attractive, low-cost option, the target is more likely to agree to the initial offer. When the price or terms are later increased, the target may feel a sense of obligation or reciprocity, making them more likely to accept the revised offer even though it may not be in their best interest. This is due to the psychological phenomenon of cognitive dissonance, where the target tries to rationalize the higher price or less favorable terms to avoid admitting they made a poor initial decision.
• Analyze the similarities and differences between the low-ball technique and other persuasive strategies, such as the foot-in-the-door and door-in-the-face techniques.
  • The low-ball technique, the foot-in-the-door technique, and the door-in-the-face technique are all persuasive strategies that aim to influence an individual's decision-making. While the low-ball technique involves initially offering an attractive, low-cost option before increasing the price or terms, the foot-in-the-door technique starts with a small request before escalating to a larger one, and the door-in-the-face technique presents an unreasonably large request first, followed by a more reasonable one. All three techniques exploit psychological biases, such as the tendency to escalate commitment or the desire to avoid cognitive dissonance, to increase the likelihood of compliance. However, the specific mechanisms and the order of the requests differ between the techniques, leading to unique psychological effects on the target.
• Evaluate the ethical implications of using the low-ball technique in various contexts, such as sales, negotiation, and marketing.
  • The use of the low-ball technique raises ethical concerns, as it can be seen as a form of deception or manipulation. While the technique may be effective in gaining compliance, it can lead to targets making decisions that are not in their best interest, potentially causing financial or other forms of harm. In sales and marketing contexts, the low-ball technique may be viewed as a misleading or unscrupulous tactic that undermines consumer trust and autonomy. In negotiation settings, the use of the low-ball technique can be seen as an unfair or coercive practice that undermines the principles of fair and transparent bargaining. Ultimately, the ethical implications of the low-ball technique depend on the specific context and the potential for harm to the target, as well as the broader societal impact of such persuasive strategies.

Related terms

Foot-in-the-door Technique: A persuasive strategy where someone is first asked to comply with a small request, making them more likely to agree to a larger request later on.

Door-in-the-face Technique: A persuasive strategy where someone is first presented with an unreasonably large request, which is then followed by a smaller, more reasonable request that the target is more likely to accept.

Compliance Gaining: The process of influencing others to agree to a request or behave in a desired way.