Ken and Suzy were interested in trading in their four-door sedan for a sportier convertible car. They had successfully negotiated a straightforward trade and had filled out the sales contract. The car salesman took the paperwork to his manager's office for approval but came back looking dejected. "I'm terribly sorry," the car salesman said. "My manager won't let me complete the trade. He says that the convertible is worth much more than your sedan. We can still make a deal, but you will have to pay $5,000 in addition to your trade-in." In this scenario, the salesman is attempting the:

Question

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The salesman is initially offering a straightforward trade but then raises the price significantly after the contract has been filled out. This is a classic example of the low ball technique, where a seller offers a product or service at a low price initially and then raises the price later, after the buyer has committed to the purchase. This creates a sense of obligation or commitment in the buyer, making them more likely to agree to the higher price.

Ken and Suzy Were Interested in Trading in Their Four-Door