- Convincing someone to accept a large request by having them agree
to a smaller request first.
Example: Asking someone to lend you a small amount of money
and, later on, asking for a large sum of money
- A more reasonable target request is presented immediately after an
extreme initial request to enhance compliance. Rejection of the initial
request makes people more likely to accept the target request rather than
being presented independently.
Example: Asking for an excessive amount of money and later asking for a
smaller amount making it seem more reasonable.
- This is when you first get the individual you are trying to persuade to first
agree to a request and then disclose its hidden costs. Compliance with this
request is greater now than if the costs were made clear from the start.
Example: When a salesperson is trying
to sell a car, they might initially
tell you the car costs 15,000 . . .
after the customer agrees to buy the
car, the salesperson would raise the
price to 20,000.
American Psychological Association. (n.d.). Apa Dictionary of Psychology. American Psychological Association.
Waude, A. (2017, January 13). Foot-in-the-door as a persuasive technique. Psychologist World.
Take online courses. earn college credit. Research Schools, Degrees & Careers. Study.com | Take Online Courses.
Earn College Credit. Research Schools, Degrees & Careers. (n.d.). https://study.com/academy/lesson/low-balling-
Kendra Cherry, Mse. (2020, May 15). A quick guide to becoming a master of persuasion. Verywell Mind.