Low ball technique in psychology

This success of this technique works on the principle of commitment. How does this technique work and what are the examples of the same, that is what we will tackle in this PsycholoGenie post.

where did the term low ball come from

Manipulation of a person without that conscious recognition as in, the person knows what's happening and accepts it could be called unethical. The low-ball group was only told this later.

thats not all technique psychology

By contrast, the low-ball technique aims to persuade a person to commit to a small action, but this action is never completed. Only 24 per cent of the first-year college students were willing to sacrifice and wake up early to support research in psychology.

The low-ball technique has also been observed to be effective in charitable situations. If a person is already enjoying the prospect of an excellent deal and the future benefits of the item or idea, then backing out would create cognitive dissonance, which is prevented by playing down the negative effect of the "extra" costs.

The reasons why people agree to the change in the sales pitch and agree to a deal that has finally turned out to be far less profitable than was originally promised are many. Do you still want it? Source: flickr.

Compliance techniques

These include a friend's plea for help, sheepishly prefaced by the question "Can you do me a favor? The low-ball technique plays on the psychology of the human mind to manipulate a situation and draw benefit thus. Why is this technique so effective at persuading people to agree to requests? Previous Article. For example, negotiating a pay rise with your boss. The customer then agrees to complete the sale at the higher price. Most Read. Belmont, CA: Thomson Wadsworth. Lowballing also occurs in nonsales situations. And finally, once the target has made the commitment, he or she becomes excited about the prospect of the course of action involved e. This is a small request that seems reasonable, so you lend the notes to your friend. Companies rely on these so-called predatory strategies to make income, at the expense of the consumer. People are constantly seeking to gain or preserve this positive perception of themselves.

The converse offer from a buyer, a "high-ball" offer, is an offer at a price the buyer hopes is not quickly accepted, made with the intention of being replaced with a reduced price to pressure a reluctant seller. Reference: Burger, J.

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Techniques of Compliance