The Low-Ball Technique

The low-balling approach is a compliance tactic in which the persuader convinces a person to commit to a low-ball offer that they have no intention of accepting, and then the price is abruptly increased. Because a person has already committed, it is difficult to refuse the new higher price demand.

For example, When buying a car, the salesman agrees on a price but must "check" with his management to see whether it is okay. You believe you have a terrific deal while you wait.

For example, When the salesman returns, he claims that his manager will not agree to the agreement, therefore the price is raised. The majority of individuals accept the extra price.

Professor asked students if they would join a seminar that began at 7 a.m., and the majority of them said no. Professor asked participants in an experimental circumstance whether they would join a seminar, and even though no time was given, most accepted. They were later informed that it began at 7 a.m. and offered the option to leave if they so desired. On the day of the seminar, 95% of the participants showed up.

This technique's success is based on the notion of commitment. Commitment has been given because the person stated "yes" or agreed to an initial request.

Because they have already committed, the person will find it difficult to say "no" if the request changes or becomes unreasonable.