Discuss Techniques based on commitment and consistency and provide practical examples :
1. Low-ball technique
The low-ball technique is a persuasion method where a person agrees to a request or commitment at a low cost or price, only to have the terms of the agreement changed or modified after they have already committed. This technique relies on the principle of commitment and consistency, as people are more likely to follow through on their initial commitment, even if the conditions change.
Practical example: A car salesman might initially offer a customer a low price on a car to get them to commit to buying it. However, once the customer has agreed to purchase the car, the salesman can then reveal additional fees or charges that were not mentioned initially. The customer is more likely to go through with the purchase, despite the higher cost, because they have already committed to buying the car.
2. Foot-in-the-door technique
The foot-in-the-door technique involves getting a person to agree to a small request or commitment, and then later asking for a larger request that is related to the original commitment. This technique works on the principle of commitment and consistency, as people are more likely to agree to a larger request after they have already agreed to a smaller one.
Practical example: A charity organization may ask for a small donation from someone, like signing a petition or buying a small item, and then later ask for a larger donation or commitment, such as volunteering time or making a larger monetary donation. The person is more likely to agree to the larger request because they have already shown a commitment to the charity by agreeing to the initial small request.
Overall, both the low-ball technique and foot-in-the-door technique are effective ways to leverage the commitment and consistency principle in persuading others to agree to requests or commitments. However, it is important to use these techniques ethically and responsibly to avoid manipulating or deceiving others.