Question

For each of the compliance techniques listed below, provide a brief description: Foot-in-the-door: Door-in-the-face: Lowball: That’s-not-all:

Short answer

Foot-in-the-door: Small request first, then larger one. Door-in-the-face: Large request first, then smaller one. Lowball: Commit to great deal, terms change later. That’s-not-all: Enhance offer before response.

Step-by-step solution

- Define Foot-in-the-door Technique

The foot-in-the-door technique involves getting a person to agree to a large request by first setting them up with a smaller, more manageable request. The success of the larger request depends on the person's compliance with the initial small request.

- Define Door-in-the-face Technique

The door-in-the-face technique is a strategy where initially a large request is made, which is expected to be refused. After the refusal, a smaller request is made. The smaller request is the actual goal, and its acceptance is more likely because the person feels that they are compromising.

- Define Lowball Technique

The lowball technique involves offering a deal at an initially low price to get a person to commit. After the commitment is made, the deal is then changed to be less favorable. Despite the change, the person often still agrees to the new terms due to their initial commitment.

- Define That’s-not-all Technique

The that’s-not-all technique adds more value to an initial offer before the target has a chance to respond. By sweetening the deal with additional items or discounts, the person is more likely to comply with the request.

Key concepts

foot-in-the-door technique

The foot-in-the-door technique is a powerful persuasion strategy. It starts with a small request that is easy for someone to agree to. Once they comply with this initial request, they are more likely to agree to a larger request. This happens because agreeing to the smaller request creates a sense of commitment and consistency. People like to see themselves as consistent, so they are more inclined to say yes when asked for something bigger later on.

For example, imagine asking your friend to help carry a small box. After they agree and start helping, you then ask them to help move larger furniture. They are more likely to say yes to the bigger favor because they have already agreed to help.

door-in-the-face technique

The door-in-the-face technique works by making a large request first, which is expected to be rejected. After the refusal, a smaller request is made. This smaller request is what you actually wanted from the start. People are more likely to agree to the smaller request because they feel like they are making a compromise.

This technique works well because it leverages the feeling of guilt. Turning down the first request makes the person feel like they should help when you ask for something smaller.

For instance, you might ask someone to volunteer for five hours a week, expecting them to say no. When they refuse, you then ask if they can volunteer for just one hour a week. They are more likely to agree to the one hour, feeling like they are helping without overcommitting.

lowball technique

The lowball technique starts by offering an attractive deal to get someone to commit. After they commit, the terms of the deal are changed to be less favorable. Even with the changes, people often stick to their commitment due to the psychological principle of consistency.

For example, a car dealer might offer a car at a very low price to get you interested. Once you show serious intent to buy, they reveal additional costs, like fees and upgrades. Despite the higher cost, you are still likely to buy the car because you mentally committed to it at the start.

This technique takes advantage of the desire to be consistent with one's actions and decisions.

that’s-not-all technique

The that’s-not-all technique involves enhancing an offer before the person decides to accept or reject it. It's a way to sweeten the deal by adding bonuses or discounts, making the offer more appealing.

For example, if you are selling a cupcake for $2 and someone seems hesitant, you quickly add, 'But wait, that’s not all! You also get a free drink with your cupcake.' This added value makes the person more likely to agree to the purchase.

This technique works because it creates a sense of getting more for the same price, which feels like a better deal. It’s commonly used in infomercials and other sales contexts to increase compliance.