Low Ball Technique
The Low Ball Technique is a persuasive tactic used to influence someone to agree to a request or purchase by initially offering a low cost or attractive deal, and then later increasing the cost or changing the terms of the offer. The goal of the Low Ball Technique is to create a sense of commitment or obligation in the person, making it more difficult for them to back out of the agreement.
The key components of the Low Ball Technique include an initial attractive offer, followed by a change in terms that is less favorable to the other party. The change in terms could involve a higher price, less favorable payment terms, or additional fees or charges that were not initially disclosed.
The importance of the Low Ball Technique lies in its potential to influence people to make decisions that they may not have made if they were fully informed of the terms from the beginning. By creating a sense of commitment or obligation in the person, the Low Ball Technique can make it more difficult for them to back out of the agreement or negotiate better terms.
The history of the Low Ball Technique can be traced back to research in social psychology on the influence of commitment and consistency on behavior. Since then, the technique has been widely studied and applied in a variety of settings, including sales, marketing, and negotiation.
Examples of situations where the Low Ball Technique could be used include the sale of a car or other expensive item, where a low initial price is offered to attract the buyer, followed by additional fees or charges that were not initially disclosed. Another example could be the use of a free trial offer for a product or service, followed by automatic enrollment or subscription charges after the trial period ends.
Overall, the Low Ball Technique is a potentially effective persuasive tactic for influencing people to make decisions that they may not have made if they were fully informed of the terms from the beginning. However, it can also be seen as manipulative or unethical if the person is not fully informed of the terms and conditions of the agreement. Companies and individuals should be transparent and upfront about the terms of their agreements and allow for negotiation or opt-out options.