Low-ball

The low-ball is a persuasion and selling technique in which an item or service is offered at a lower price than is actually intended to be charged, after which the price is raised to increase profits.

An explanation for the effect is provided by cognitive dissonance theory. If a person is already enjoying the prospect of an excellent deal and the future benefits of the item or idea, then backing out would create cognitive dissonance, which is prevented by playing down the negative effect of the "extra" costs.

Technique

A successful low-ball relies on the balance of making the initial request attractive enough to gain agreement, whilst not making the second request so outrageous that the customer refuses.

Lowball

Lowball was an early type of railway signal which indicated danger or a need to stop. The ball signal was a light or indicator suspended from a rope, that could move upwards and downwards, held by a weighted ball. The lowball signal was indicated when the weighted ball, and therefore signal, was at the end of its rope in the low position, indicating stop.

It can also refer to:

References

See also