low-ball technique

a procedure for enhancing compliance by first obtaining agreement to a request and then revealing the hidden costs of this request. Compliance to the target request is greater than would have been the case if these costs had been made clear at the time of the initial request. See also door-in-the-face technique; foot-in-the-door technique; that’s-not-all technique.

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Psychology term of the day

May 8th 2024

pink noise

see noise.