One year ago when I accompanied a friend to buy his first car, a salesman recommended him a 2007 Volvo S80. It was a nice car with small mileage. The sales person introduced us a decent price for a car like that and it was lower than the price of similar vehicles at other retailers. So my friend decided to pay for it, but then the sales person announced that the price is only available if he purchases also a five-year warranty bundle. Although the vehicle itself is at a reasonable price, my friend ended up with a huge bill for the warranty and seen from today, it did not seem like a bargain.
From chapter thirteen of the textbook, I learned that the sales person has used the low-ball technique, which is a strategy to gain compliance by making a very attractive initial offer to get a person to agree to an action and then making the terms less favourable.
Two other techniques are also described in text. First one is the door-in-the-face (DITF) technique. As shown in the video above, compliance with the request of concern is enhanced by first making an extremely large request that the respondent will obviously turn down. The respondent is then more likely to accede to a second, more reasonable request than if this second request were made without the first, extreme request. There is also a feeling of guilt associated with the DITF technique of sequential requests. A person is also more likely to agree with the second request because they feel guilty for having rejected the first request. And the foot-in-the-door technique is a moving-forward technique that start with a small request and make a larger one in the same nature.