Low-ball technique of Manipulation

 Why does the word ' Manipulation'  starts with the word 

 - " Man " ???

LooooL  😂  😂  😂  😂  😂

A person is asked to agree to something based on incomplete information and is later told the entire story. 

In other words, in this technique, to make you accept the deal, something is said in the initial offer & the same agreement is later changed to make it less attractive to the person after he has taken it (because once people say YES, they want to stick to YES because of the Psychological principle of consistency )

Here, the person is fooled into agreeing to a relatively attractive proposition only to discover later that the terms or conditions differ from those initially expected. 

As per Burger and Cornelius (2003), the technique works because once an individual has made an initial public commitment to a course of action, they are reluctant to withdraw, even when the ground rules are changed. 

These researchers conducted a study with three conditions: 

1) low-ball, 

2) interrupt, and

3)  control

In lowball, the caller asked the participants if they would contribute five dollars to a scholarship fund for underprivileged students.

Those who would do would receive a coupon for a free drink at the juice bar. After that, when the participants agreed to donate, the caller told them she had just run out of coupons and could not offer this incentive (Drink). The caller then asked if they would still contribute?? 

In interrupt condition, the caller made the initial request. Still, without waiting for the participants’ answers, she interrupted them and indicated no more coupons for those who donated.

 In a control condition, the participants were asked to donate five dollars with no mention of any coupons for a free drink at the juice bar.

 Results indicated that 77.6% of participants made donations in the lowball condition. In the control condition, only 42% of participants donated; in the interrupt condition, only 16% donated. 

Results indicated that the lowball technique produced significantly much higher levels of acceptance & submission.