Answer :
The success of the low-ball technique is attributed to the psychological principle known as commitment and consistency. Here's a breakdown to help you understand:
1. Commitment: When a person makes an initial commitment or decision, they tend to stick to it to remain consistent with their beliefs and actions.
2. Consistency: People have a strong desire to be consistent in their behavior. Once they commit to something, they are more likely to continue with it, even if the conditions change.
In the context of the low-ball technique:
- A seller may initially offer a product at a low price, getting the buyer to commit to the purchase.
- After the commitment is made, additional costs or terms may be revealed (such as extra fees or limited availability).
- The buyer, wanting to remain consistent with their initial decision to buy, is more likely to go through with the purchase despite the new information.
By leveraging the commitment and consistency principle, the low-ball technique can be effective in influencing behavior and securing agreements.
1. Commitment: When a person makes an initial commitment or decision, they tend to stick to it to remain consistent with their beliefs and actions.
2. Consistency: People have a strong desire to be consistent in their behavior. Once they commit to something, they are more likely to continue with it, even if the conditions change.
In the context of the low-ball technique:
- A seller may initially offer a product at a low price, getting the buyer to commit to the purchase.
- After the commitment is made, additional costs or terms may be revealed (such as extra fees or limited availability).
- The buyer, wanting to remain consistent with their initial decision to buy, is more likely to go through with the purchase despite the new information.
By leveraging the commitment and consistency principle, the low-ball technique can be effective in influencing behavior and securing agreements.
