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Low-balling and Dissonance Reduction

1. Why is low-balling an effective persuasion technique?
2. How does dissonance reduction after a moral decision affect people's tendency to behave ethically or unethically in the future?
3. Do you agree or disagree?

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RESPONSE:

1. Why is low-balling an effective persuasion technique?

Low-balling is a persuasion technique where a person maximizes the other person's buy-in by making the person feel compelled to pay a higher price for an item after first agreeing to pay a much lower price. Maximize their buy-in, in particular by getting both verbal and public commitment to decision. It is important to make it clear that they are agreeing to this of their own free will. Then, the person changes the agreement to what they really want. Although the other person may complain, if the low-ball is done correctly, they should agree to the change. It is effective because the trick of a successful low-ball is in the balance of making the initial request attractive enough to gain agreement, while avoiding making the second request so outrageous that the other person refuses. (http://changingminds.org/techniques/general/sequential/low-ball.htm)

The more permanent a decision, the greater the person has ...

Solution Summary

By addressing the questions, this solution examines aspects of low-balling and dissonance reduction. References are provided.

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