It was first demonstrated by Robert Cialdini and colleagues in the 1970s. samah14. Study with Quizlet and memorize flashcards containing terms like 1. A number of studies have shown that the low-ball technique is more effective for gaining compliance than the traditional foot-in-the-door technique (Cialdini 8 GUE´GUEN AND PASCUAL et al. g. The Low-Ball Technique is a technique used in sales and other styles of persuasion to offer products or services at a bargain price in order to first attract a buyer, but then adds on additional expenses to make the purchase less of a bargain than originally thought. Negotiators using the lowball/highball tactic start with a ridiculously low (or high) opening offer that they know they will never achieve. Watch out for tactics such as ‘highballing’ (starting with an unrealistically high offer), ‘lowballing’ (initially offering too low), ‘good cop, bad cop’ (using a friendly and a tough negotiator), and ‘nibbling’ (making small last-minute demands). The low-balling technique is commonly used among salesmen and advertisers. By putting a ridiculously low offer on the table, you are essentially inviting your opponent to. Click Exit a play dough game. anti-smoking advertisements that rely on celebrity spokespeople advocating for a reduction in cigarette use B. For these two criterion, the three low-ball conditions indeed revealed to be moreThe listing agent can tell you the circumstances of the sale. WHAT DOES LOW-BALL TECHNIQUE MEAN? The low-ball technique works on the principle where the primary offer is made out to be extremely appealing and when the persuader has agreed to the sale, the price of the product is raised. This is an example of foot-in-the-door technique door-in-the-face technique lowball technique norm of reciprocity QUESTION 39 Dr. The adjusted appraisal value for REDACTED based on this comp is around $3. When negotiating a price on something, for example, it can help to know what constitutes a reasonable range of prices, so do your research beforehand to find. The present experiment was aimed at comparing the efficiency of the foot-in-the-door technique (Freedman and Fraser, 1966) to that of the low-ball technique (Cialdini Bassett, Cacioppo and Miller. Once in the store, the customer decides to shop for other things when the intended product is no. Thank you. A technique for eliciting compliance by preceding a request for a large commitment with a request for a small one, the initial small request serving the function of softening up the target person. -foot-in-the-door technique. LOW-BALL EFFECT 493 gued that the low-ball procedure requires an additional commitment to a particular be-havior, which is absent in the foot-in-the-Attitudes are often measured using “self-reporting” techniques. Log in Join. This is a sampling technique, in which existing subjects provide referrals to recruit samples required for a research study. It was first demonstrated by Robert Cialdini and colleagues in the 1970s. What are Caldini's 6 factors (Principles)? Reciprocity, Consistency (Commitment), Scarcity, Consensus, Authority, Liking. The experimenter phoned students saying that he was looking. As such, it is important to be aware of such tactics before walking into negotiations so that you can be prepared to defend your position. Select one: a. For example, one of the. How to Use Foot In The Door Phenomenon in Your Business Strategy. Then, before finalising the agreement, the person will then change the offer. - Free-gift Technique. Amongst many other persuasion techniques, the most prominent technique used is an element of Marwell and Schmitt’s Compliance Gaining Tactics,. door-in-the-face-effect. PSYCH. Understanding how it works and psychology behind it helps to counter it faster. Traditionally, the salesperson offers the buyer an item at a below-market or average-market price. Conformity. Later, you ask her to read the whole 15-page paper. 2 /10. One other is called the “ lowball technique. -effort justification strategy. the lowball technique D. The low-balling technique is commonly used among salesmen and advertisers. . There are three main. Watch out for tactics such as ‘highballing’ (starting with an unrealistically high offer), ‘lowballing’ (initially offering too low), ‘good cop, bad cop’ (using a friendly and a tough negotiator), and ‘nibbling’ (making small last-minute demands). low-ball technique. (1978) studies, the same ex-Symbolic Social Influence. It is the same when we see a ball flying very low, we can’t help but reach out to catch the ball. Take notes. Research the industry average. In Exp I, Ss who agreed to but were not allowed to perform an. The first form is the reduced-price strategy whereby a requester prices a product but improves the deal by lowering the price before the target responds to the initial request. Compliance to the target request is greater than would have been the case if these costs had been made clear at the time of the initial request. Sampling techniques can be used in research survey software for optimum derivation. If you’ve done some research on this technique and Googled “low-ball technique,” you’re likely to find a description that’s not at all what you’d expect. It relies on our ego, because we committed to one thing earlier we don't want to go back on our word. Verified Answer for the question: [Solved] Maria agreed to sign a letter supporting an increase in taxes for road construction and later agreed to make 100 phone calls urging people to vote for the measure; this is an example of the A) foot-in-the-door technique. Keywords: low-ball; compliance; persuasion; commitment; self-presentation One tactic often used by salespeople, recruiters and the like to increase compliance is known as “throwing the low-ball” or more simply, the low-ball technique (Cialdini, Cacioppo, Bassett, & Miller, 1978). This is an example of setting you up. The low-ball refers to a compliance technique in which a demand of someone to agree to a request is followed by telling the person the real cost of the request. the lowball technique. Study with Quizlet and memorize flashcards containing terms like Behavior initiated or changed in response to a request, as opposed to a command or direct order, is an example of _______. Amongst many other persuasion techniques, the most prominent technique used is an element of Marwell and Schmitt’s Compliance Gaining Tactics,. Several studies have demonstrated the effectiveness of the low-ball technique regarding compliance with various helping requests such as collecting money for a student’s class fund (Burger & Cornelius, 2003, Experiment 1), participating inExample. lowball technique. The low-balling technique is commonly used among salesmen and advertisers. Door-in-the-face technique, Lowball technique and That's-Not-All technique. take a larger step when asked. Personal Example . Scheduled maintenance: September 20, 2023 from 02:00 AM to 03:00 AM The technique is referred to as DITF because it actually does involve a proverbial slamming of the door on someone’s face (request). Then, after the lucrative offer is accepted, the person will introduce additional costs that make the offer less lucrative and beneficial. It was first demonstrated by Robert Cialdini and colleagues in the 1970s. The persuader makes a small request that is relatively. What is an example of low ball technique? A classic example of low-balling is when a car dealership lists a car for $14,000 to get you to agree to buy it and later changes the price to $16,000. Group of answer choices scarcity rule, commitment rule classical conditioning, reciprocity norm. highball technique. The last comparable sale in the neighborhood was $575,000. The person agreeing is more likely to also agree to the second, less advantageous terms if they have already agreed to the first terms. Study with Quizlet and memorize flashcards containing terms like In the context of paths that lead to persuasion, smart advertisers tend to adopt marketing strategies that use the _____ route to persuasion on television to change their customer's thinking. -Social influence. In the first experimental study carried out on the low-ball technique, Cialdini et al. It is a ridiculous offer that is called a lowball/highball tactic. For example, this is mine View attachment 2883101 View attachment 2883102 You don't. ingratiation. It’s common to offer earnest payments of $500 to $1,000 when making an offer on a house. 00 an hour, I may get 100% during the honeymoon period of the new job, but will probably only get 80% effort. Another good salary negotiation tactic you can use is the industry average - if you can get the salary range for the specific company it's even better. What Is The Low-Ball Technique? The low-ball technique is a persuasive tactic frequently used, directly or indirectly, in selling. But after he himself cheats on a chemistry quiz, his attitude toward cheating becomes significantly less harsh. Low Ball Technique Influence technique based on a commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs. d. C) low-ball technique. Door in the face is an analogy to a. Low-ball is used in a single transaction, for example in the direct conversation between a customer and a sales person. The theory is that the extreme offer will cause the other party to reevaluate his or her own opening offer and move closer to or beyond their resistance point. Direct demand technique. g. PSY. A classic example of low-balling is when a car dealership lists a car for $14,000 to get you to agree to buy it and later changes the price to $16,000. , & Elkes, R. )Study with Quizlet and memorize flashcards containing terms like A television infomercial tells viewers that they can get the world's best steak knives for only $25. getting your parents to agree to cut their smoking down. , 1978) is a compliance-gaining technique consisting of making an attractive initial offer to get a person to agree to the request and then making the. [1] [2] [3] This technique works by creating a connection between the person asking for a request and the person that is being asked. Another commitment strategy that uses the two-part design is the low-ball strategy. Unlike the foot-in-the-door method, it involves making a large request from the outset; one which is so demanding that. foot-in-the-door c. Example. They can be tricky. What best accounts for this attitude shift? A)Snowball sampling, also known as chain-referral sampling, is a non-probability sampling method where currently enrolled research participants help recruit future subjects for a study. What Are the Foot in The Door Technique Examples. Study with Quizlet and memorize flashcards containing terms like What are social norms?, What are social roles?, What is an attribution? and more. Get Your Foot in the Door. Procedure. Cialdini et al (see record 1979-13366-001). Door-in-the-face (DITF) is a sequential request technique in which a source first makes a large request. Name three specific compliance techniques. Changes in behaviour that are elicited by direct requests. Using this technique, a person will first present a highly lucrative offer. Study with Quizlet and memorize flashcards containing terms like In the context of paths that lead to persuasion, smart advertisers tend to adopt marketing strategies that use the _____ route to persuasion on television to change their customer's thinking. Deindividuation. C. This is an example of what technique? Low-ball. People are expected to comply with a specified request than when the. Which type of persuasion approach involves encouraging a person to agree to a small favor or to buy a small item, only to later request a larger favor or purchase of a larger item? -door-in-the-face strategy. This is a sort of fishing to determine if the other party is informed about the actual value of the interest at hand. You assign a number to every employee in the company database from 1 to 1000, and use a random number generator to select 100 numbers. This is also known as the “foot-in-the-door technique”. We will then look at some suggestions for fighting against our automatic tendencies. , Sam M. The low-ball technique is used in many real life settings, such as by sales-people in car dealerships (Glendinning, 2000) and for events like charities (Bekkers & Wiepking, 2011). This tactic makes an extreme proposal (either very high or very low) in the negotiation. This section will focus on the danger of cults. 2. the low-ball technique. The Low Ball Technique There are some compliance techniques through which a person can influence anyones. Press question mark to learn the rest of the keyboard shortcuts. Social influence resulting from the mental representation of others or our relationship with them. These are particularly powerful if, for example, a professional athlete is pitching a. Sometimes, stores use "sold out" products in their advertisement just to get a customer to visit the store. C. The low-ball technique is used in many real life settings, such as by sales-people in car dealerships (Glendinning, 2000) and for events like charities (Bekkers & Wiepking, 2011). Learn more about the Door-in-the-Face technique here. 99 to $19. The foot in the door strategy (Gass & Seiter, 2018, p. Preference for Consistency as a Moderator of the Low-Ball Technique. It is also a time-convenient and cost-effective method and hence forms the basis of any research design. 88% (106) View full. To give an example, consider this scenario at a dealership: a customer walks in and is shown a particularly handsome car by a. This return trip would incur an extra cost of $8, which would leave her even further out of pocket than the overcharge did. Now, the difference between the lowball technique and the foot-in-the-door technique is that the foot-in-the-door assumes that agreeing to a small request will increase the. Door in the face is an influencing technique that involves an initial outrageous offer that is designed to fail followed by a more reasonable request. The door-in-the-face technique is commonly used to get people to donate their money, time, or effort. foot-in-the-door effect. A. CONs. a just-world belief. A very attractive initial offer is made to get people to commit themselves to an action, but then the terms are made less favorable. The low-ball technique differs from the foot-in-the-door technique in that a small request is initially made in both instances, but the low-ball method aims only to obtain initial agreement so that this can be applied to the eventual, less favorable request. Which type of persuasion approach involves encouraging a person to agree to a small favor or to buy a small item, only to later request a larger favor or purchase of a larger item? -door-in-the-face strategy. -foot-in-the-door technique. asking for a small commitment and, after gaining compliance, ask for a bigger commitment. This persuasion strategy involves getting a person to agree to a small request, like asking them to purchase a small item, followed by making a much larger request. The Lowball Technique . The door-in-the-face technique is a compliance method commonly studied in social psychology. This change in the terms of the agreement is often presented as something that is outside of the seller’s control, such as a change in price or. What is the meaning of low-ball technique in Chinese and how to say low-ball technique in Chinese? low-ball technique Chinese meaning, low-ball technique的中文，low-ball technique的中文，low-ball technique的中文，translation, pronunciation, synonyms and example sentences are provided by ichacha. Position. c. What are Caldini's 6 factors (Principles)? Reciprocity, Consistency (Commitment), Scarcity, Consensus, Authority, Liking. Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. lowball technique. Snowball sampling or chain-referral sampling is defined as a non-probability sampling technique in which the samples have rare traits. In all three of thea two-step procedure for enhancing compliance that consists of (a) presenting an initial large request and then, before the person can respond, (b) immediately making the request more attractive by reducing it to a more modest target request or by offering some additional benefit. The persuader does something called “card stacking” where they only present the information that the person supports. Conversely, the salesperson may also use a lowball offer, making it seem like they are giving the customer a great deal, when in. Only the results in the kind of compliance to avoid giving them to low ball technique example of the center of giving them to five primary election in a quiz or combine quizizz! Create an example of how prospects internally make low ball technique example that. highball technique. When used by buyer, the low-ball is an offer for goods or services far lower than the price the buyer is willing to pay, made in the hope that the seller will at least counter-offer a price lower than the original asking price. example, the foot-in-the-door technique, a strategy that has received a considerable amount of attention. Effects of initial request size and timing of a second request on compliance: The foot in the door and the door in the face. Once you're hooked, you're more likely to pay up, research shows. The Lowball Technique . One individual can use such techniques to gain compliance from the other, swayed person. Foot-in-the-door technique. Lowball/Highball. D) the difference between cognitive dissonance theory and self-perception theory. Influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request. a procedure for enhancing compliance by first obtaining agreement to a request and then revealing the hidden costs of this request. An example would be the charges for undercoating a used car salesman might attempt to add to the agreed-upon price. foot-in-the-door technique. (C) When the group cannot see how the person behaves. Click the card to flip 👆. Three examples of the low ball technique in persuasion. It relies on our ego, because we committed to one thing earlier we don't want to go back on our word. Three psychological processes are identified that may explain the low-ball effect—commitment to the action, commitment to the person, and self-presentation. The respondent is then more likely to. You’re trying to sell your house for $289,000 when your agent brings you an offer of $260,000 from a couple who saw the house over the weekend. Low-ball technique B. The following are illustrative examples of. What Are the Foot in The Door Technique Examples. If you were making 10. What are Aristotle's 3 components of the persuasion process? The speaker The subject of the speech. For example, imagine that you want to buy a woody chair. Compliance with the target request is greater following the initial. For example, a salesperson might get you to agree to buy a particular cell phone plan at a low price before adding on a number of hidden fees that then make the plan much more costly. Unfortunately, this human behavior can be. When selling goods, a market trader starts with a high price. The experimenter phoned students saying that he was looking for students who would be. getting your. C. successfully dem-onstrated the effectiveness of the low-ball procedure, a close examination of their ex-periments suggests an alternative interpre-tation of their findings. Doc Preview. successfully dem onstrated the effectiveness of the low-ball procedure, a close examination of their ex periments suggests an alternative interpre tation of their findings. 1. We feel this best represents where the value is and where our offer is at. A meta-analysis of published low-ball studies found that the procedure is a. For example, a product manager at a beverage company wants to launch a non-alcoholic beer but faces resistance. After she has committed to buying the car, the salesperson points out that adding a stereo, an air. This is a method for buyers, where you start your bidding particularly low. Highball/lowball is one of the oldest hardball tactics. Make a Trojan Compliment. A mnemonic device (/ n ɪ ˈ m ɒ n ɪ k / nih-MON-ik) or memory device is any learning technique that aids information retention or retrieval in the human memory, often by associating the information with something that is easier to. The theory behind this is that when people. I often find myself reading emails from potential clients who ask me to negotiate my set rate to a lower price. western lily crossword clue. Even though this sales technique involves direct manipulation, it still works because of the psychology of the commitment nature of. It can, however, seem like a negotiation. A person using the technique will present an attractive offer at first. The lowball technique can be a fantastic way to get a bargain. Snowball sampling is a non-probability sampling method where new units are recruited by other units to form part of the sample. Asking for an Email. But it’s a high-risk crapshoot because it annoys the sellers. Learn the definition of impression management, study the impression management techniques and types, and view examples. Find examples and compare them with other techniques for getting compliance. The technique in which an influencer prefaces the real request by first getting the person to agree to a smaller request is called the ___ technique. Foot-in-the-door ( FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first. If you believe there has to be a winner and a loser in every business deal, hardball negotiation tactics may be just your style. – A low ball offer received could create the opportunity for a multiple offer situation for a seller. For example, suppose a drug manufacturer would like to research the adverse side effects of a drug on the country’s population. The second technique is known as the foot in the door technique; when someone begins by asking for something small and then increasing one's requests using the foot in the door technique. The low-ball technique is solid science. -foot-in-the-door technique. Amanda found herself drawn in to the story, and related to many of its elements. Making a novel request creates surprise, breaking the person out of their schema and forces them pay attention, thinking further about your request in a central processing fashion. (B) When the person feels incompetent. Joule Low-ball versus the foot-in-the-door technique As expected, the low-ball technique revealed to be globally more effective than the foot-in-the-door technique, in terms of both verbal and behavioural compliance. Using the three methods of ingratiation identified by Edward E. There,. (D) When the person admires the group. of liquid and are used to serve drinks made with a lot of juice, mixer or soda. PSYCH 1X03. and more. Although Cialdini et al. This is the _____ a. Foot-in-the-door technique. Finding out how firm your counterpart is on the key issues is often helpful in a negotiation. C. Brianna watches a new ice-cream commercial on television. The lowball technique. -lowball technique. “For example, if you have a property listed at $200,000, you’re probably not going to. First, get the target to commit to the offer verbally or in writing. Low Ball Technique. Compliance to the target request is greater than would have been the case if these costs had been made clear at the time of the initial request. 5 Examples of a Low Ball. Door in the face is an influencing technique that involves an initial outrageous offer that is designed to fail followed by a more reasonable request. Self-prophecy is founded on two psychological effects-. However, just before he gets ready to sign the contract, the salesman tells Jabu that the sales manager will not approve the amount allowed for his trade-in, and that the. #3. g. d. In fact, the correct price should be $7,000. It. Lowballing Examples Car salespeople have been observed using the lowball strategy to increase the likelihood that the customer will purchase a car. This technique is reminiscent of the highball tactic in that it starts with high and comes down. door-in-the-face effect. This. Sometimes situations turn out to be much worse than we initially thought. Although effective, its predicted superiority over several competing strategies was unconfirmed. In all three of the Cialdini et al. Pages 100+ Identified Q&As 100+ Solutions available. People who agree to an initial request will often still comply when the requester ups the ante. A mnemonic device (/ n ɪ ˈ m ɒ n ɪ k / nih-MON-ik) or memory device is any learning technique that aids information retention or retrieval in the human memory, often by associating the information with something that is easier to. -Violence and aggression. the door-in-the-face technique. Negotiation techniques such as making the first offer is a debate among negotiation researchers. University of Notre DameJohn A. Once the person has agreed to the request, the terms of the agreement are changed to make it less appealing. Human beings like to give once they have received. Find examples and compare them with other techniques for getting compliance. Example: After a discussion about racism, members of the group who are racist will defend their attitudes far more strongly than they would have beforehand. Sampling techniques can be used in research survey software for optimum derivation. 3. It is the same when we see a ball flying very low, we can’t help but reach out to catch the ball. For example, suppose a drug manufacturer would like to research the adverse side effects of a drug on the country’s population. tency in the effectiveness of the third sequential request technique—low-ball. The foot-in-the-door technique is a persuasive strategy that has been studied extensively in the field of social psychology. Scheduled maintenance: September 20, 2023 from 02:00 AM to 03:00 AMThe technique is referred to as DITF because it actually does involve a proverbial slamming of the door on someone’s face (request). 8K views 9 years ago. Understand the definition of the low-ball technique and the psychology behind it. He then reduces the price without being bargained with, using excuses about being kind, needing to sell everything today and so on. Chapter 12 reading. b. Description | Example | Discussion | See also. The low-balling technique is commonly used among salesmen and advertisers. The _____ technique involves getting a person to agree with a low-cost request first and only later impose additional hidden costs. The author outlines two very different persuasive techniques based on social science: the “foot-in-the-door” technique and the “door-in-the-face” technique. Many set the figure at 10% to 15% below the listing price or lower. Freedman (born 1937) and Scott C (ameron) Fraser (born. The foot-in-the-door technique is one of numerous tactics used by salespeople to persuade sceptical customers. The sellers agent cannot disclose to the buyers agent how much the offers are for, they can only disclose there is. 1. Match words . Learn about the four most common types of persuasion techniques such as low-balling, foot-in-the-door, door-in-the-face, and scarcity and reactance theory. changing of one's behavior as a result of other people directing or asking for the change. Understand the definition of the low-ball technique and the psychology behind it. supporting your sister who has decided to go cold turkey in order to quit smoking c. The text asserts that the tendency for oppressors to disparage their victims is an example of: A) how attitudes shape behavior. What is lowball technique example? A classic example of low-balling is when a car dealership lists a car for $14,000 to get you to agree to buy it and later changes the price to $16,000. Question: Question 22 3 pts whereas the low-ball The "That's Not Alli" technique takes advantage of (the). . 2/1/2017. In this situation, the. multiculturalism. Asking for an Email. but when applied correctly, it can become a very persuasive technique. Telemarketers know that. Fearless Salary Negotiation. B. First you get a ‘yes’ and then you get an even bigger ‘yes’, which could then be followed by an even bigger ‘yes’. low-ball technique. “The low-ball is a persuasion and selling technique in which an item is offered at a lower price than is actually intended to be charged, after which price is increased . Naming features of our own live chat software could sound like this: 1. The following are illustrative examples. Telling the most interesting phycology lessons! 😊Story📜In this captivating video, dive into the fascinating world of persuasion as we unveil the secrets of. 진실을 전부 말하지는 않고 일부를 숨김으로써 승낙을 얻어낸 후, 말했더라면 거절했을 가능성이 높은 정보를 뒤늦게 공개하더라도 이에 반발하여 승낙을 철회하는 사람들이 많지. foot-in-the-door, Antismoking ads have re-created the "Marlboro Man" commercial, set in the rugged outdoors, now showing a coughing, decrepit cowboy. In this situation, the salesperson negotiates with the customer to arrive at a sales price that the customer feels is a good deal. 2. Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Asking for a contact number is the first small request, pitching them with a product or service via text /call is the next bigger request. A classic example of the lowball technique is a car dealership advertising a car at a significantly discounted price. Question 5 1 / 1 pts The television show, Scared Straight, depicts hardcore felons yelling at adolescent criminal offenders. A child who wants a parent to fund a night out starts by asking for about three times as much as they really want. If I give you a low-ball job offer, I run all kinds of risks: If you were making more money in the past, I run the risk of you only giving me a percentage of your best effort. Jabu has agreed to purchase a new car for R18 000, 00. Example: A car salesperson tells Sheila that a car she is interested in buying costs $5,000. The low ball technique It is one of the three Compliance Traps , along with Door-in-face technique and Foot-in-door technique . The two parties then head to an office to complete the sale. conformity. , people with a rare disease). It was first demonstrated by Robert Cialdini and colleagues in the 1970s. Maybe the seller is in a tight spot financially and really needs to sell their property fast. Low-Ball Technique | Negotiation SkillsHello, Friends in this video, I am sharing my experience regarding, low-ball technique used for negotiation. the low-ball technique. Prototypes and feasibility studies are often used as a foot in the door by salespeople or employees who want to influence strategy. AI Homework Help. People who receive only the costly request are less likely to comply with it. 16: Milford has always strongly believed that it is wrong to cheat. , lowball, foot-in-the-door, etc. The low-ball technique differs from the foot-in-the-door technique in that a small request is initially made in both instances, but the low-ball method aims only to obtain initial agreement so that this can be applied to the eventual, less favorable request. lowball. foot-in-the-door effect. Bundy? He is prejudiced, but does not discriminate against women. Social psychologists. Study with Quizlet and memorize flashcards containing terms like What is a low ball technique?, Example of a Pro social behavior, Opposite of pro social behavior and more. Name three specific compliance techniques. Study with Quizlet and memorize flashcards containing terms like The technique in which an influencer prefaces the real request by first getting the person to agree to a smaller request is called the ___ technique. Study with Quizlet and memorize flashcards containing terms like What are social norms?, What are social roles?, What is an attribution? and more. Assume that in any negotiation process an impasse will occur. The kind of thinking that occurs when people place more importance on maintaining group cohesiveness than on assessing the facts of the problem with which the group is concerned is called __________. This is an example of setting you up. -foot-in-the-door technique. highball technique. When car dealerships advertise their prices, people going into these dealerships do not realize that these are not the total price when purchasing a vehicle. Researches in this paradigm. The theory is that the initial rejection puts the other side in the mood to be more agreeable. Once you're hooked, you're more likely to pay up, research shows. For example, you availed of an insurance coverage at a considerable fair price, however your agent told you that there have been changes in the current price of the. This is an example of the a.