Which persuasion technique involves offering something at a low price and then increasing the price later?

• A. Ingratiation
• B. Norm of Reciprocity
• C. Door-in-the-face
• D. Low-ball

Answer: (D)

Low-ball is a persuasion tactic in which an appealing offer is used to secure agreement, and once the person has committed, the terms are made less favorable by raising the price or adding costs. The key idea is gaining the initial commitment—the buyer feels committed to proceed and is more likely to accept the added charges rather than back out. For example, a salesperson might quote a low upfront price to get you to say yes, and only afterward reveal extra fees or higher final costs. This relies on the consistency principle: once you’ve agreed, you’re motivated to stay with the initial decision.

This stands in contrast to other techniques: ingratiation relies on flattery to influence; the norm of reciprocity prompts repayment of favors; and door-in-the-face starts with a large request and then retreats to a smaller one. The situation described fits the low-ball pattern exactly.