The _____ consists of getting a person committed to fulfilling a request and then making the terms of request less desirable.

Question

Quizplus · Accepted Answer

The technique described is known as the lowball technique, which involves gaining compliance by initially gaining agreement to a favorable request and then increasing the cost or making the terms less desirable. This is often used in sales or negotiations. The obedience effect and authority effect refer to the influence of authority figures on behavior, while the highball technique is the opposite of the lowball technique, involving starting with a high request and then lowering it to a more reasonable level.

The _____ Consists of Getting a Person Committed to Fulfilling