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Test Acceptance technique: the [low ball] (Low-balling)
Agenda
1st QUESTION: What is the low ball technique?
Offer a more attractive second option
Modify a proposal without prior notice
Offer a favorable proposal and then change it
Reject any initial negotiation
2nd QUESTION: What happens after the person accepts the first request in this technique?
The request is cancelled
The proposal becomes more attractive
Less advantageous conditions revealed
The decision taken is ignored
QUESTION 3: What psychological principle supports this technique?
Resistance to change
Commitment and consistency
Social imitation
Immediate response
QUESTION 4: Why do people stay committed even if conditions change?
To please the experimenter
To avoid cognitive dissonance
Due to group pressure
Due to lack of information
QUESTION 5: What was the hidden element in the study of the experiment at 7:00 am?
Non-payment
The place of the experiment
The early start time
The type of task
QUESTION 6: Which group had the highest attendance at the study?
The group informed from the beginning
The group that was warned several times
The control group
The group that was not told the time initially
QUESTION 7: Where is the low ball technique commonly used?
In restaurants
In public health services
In sales such as cars
In early childhood education
QUESTION 8: What is recommended to avoid being manipulated by this technique?
Accept any offer without thinking
Ask about all costs before deciding
Sign quickly to close the deal
Search for multiple similar offers
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