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.
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.
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.
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.