When a persuader gets you to commit to some action and then-before you actually perform the behaviour-the cost is increased, s/he is using the _________________ technique.
A)reciprocity norm
B)consistency norm
C)lowballing
D)highballing

Question

Quizplus · Accepted Answer

The correct technique is called "lowballing." This involves initially presenting a request or deal that seems very appealing and then, after gaining agreement, making the terms less favorable for the person who agreed. This exploits people's desire to remain consistent with their commitments and decisions.

When a Persuader Gets You to Commit to Some Action