One technique for gaining compliance is to offer a very favorable deal to someone,then change the terms of the deal to make it less attractive after the target person has accepted the initial deal.This is known as ________.

Question

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The technique described is the lowball procedure, where an attractive initial deal is offered but then the terms are changed to be less favorable after the target person has committed to the deal. This can make the person feel more obligated to follow through with the agreement, even though the terms are no longer as good as they originally seemed.

One Technique for Gaining Compliance Is to Offer a Very