¿Qué es la técnica lowball y cómo puedes usarla para persuadir a otros?

The lowball technique is where you're doing a magic trick and you have two balls, one ball in each hand. As your audience looks on in dismay, you take one ball and lower it to the ground, while you raise the other ball up and begin knocking it against your head.

This is a terrible explanation. Let's be very clear: low-balling is a practice that either undercuts a competitor to gain market advantage long-term (or simply hurt a competitor) or quoting a price then increasing it after a bid was accepted and the client locked in. Neither are, at a minimum, a good look. Both are harmful.

The lowball technique is a persuasion strategy involving presenting an appealing offer to gain initial agreement, and then modifying the terms less favourably. To use this technique, start with an enticing proposal, secure agreement, and then introduce less favourable aspects. This exploits the psychological tendency to stick to initial commitments, increasing the likelihood of the person accepting the revised terms. However, it's crucial to use this technique ethically and transparently to maintain trust in the long run.

The psychology of lowballing is rooted in the concept of cognitive dissonance. When individuals make a commitment or decision, they experience discomfort when faced with conflicting information. To alleviate this discomfort, people often adjust their beliefs or attitudes to align with their commitments. In the context of lowballing, the initial commitment to a favorable offer creates a psychological bond that makes individuals more likely to accept subsequent less favorable terms to maintain internal consistency.

- Lowballing tricks you into sticking with a deal by making you feel committed and creating mental discomfort. First, agree to a good offer; then, face a changed deal. - To ease the discomfort, people often accept the new terms, staying consistent with their commitment. It's a mind game exploiting our tendency to stick with decisions and avoid inner conflicts.

Don't do this. It's harmful to your reputation and destroys opportunities for future business or referrals. It hurts the client. It hurts the industry. It hurts you.

The steps of lowballing typically involve four key stages. First, a persuader makes an initial attractive offer to the target, often framing it in a way that emphasizes the benefits and downplays potential drawbacks. The second step involves securing a commitment or agreement from the individual, whether it be agreeing to a purchase, a deal, or another form of commitment. Following this commitment, the third step is to reveal additional, less favorable details or conditions that were initially omitted. Finally, the persuader relies on the target's commitment and cognitive dissonance to minimize resistance, making it more likely that the individual will accept the less favorable terms.

- Lowballing is a four-step trick. First, get a commitment. Then, reveal a downside. Finally, persuade by emphasizing benefits. - Works for anything, even if it means higher prices or drawbacks. It's about shaping perceptions to secure acceptance.

- Lowballing traps targets by making them feel committed and reluctant to back out. - If they're really interested, lack alternatives, value consistency, and have a good relationship with the lowballer, it's tough for them to change their mind without feeling indecisive or damaging trust.

- The lowball technique is a persuasion tactic involving the presentation of an attractive initial offer, followed by less favorable terms after the target individual has committed. - It capitalizes on psychological principles like commitment and consistency, as individuals tend to feel obligated to follow through with their initial agreement, even if the terms change unfavorably. - While effective in securing short-term compliance, the lowball technique raises ethical concerns and risks damaging trust in the long term, as it may be perceived as deceptive or manipulative.

The effectiveness of the lowball technique lies in its exploitation of psychological tendencies. People generally strive for internal consistency and are reluctant to admit they've made a poor decision. The commitment made during the initial attractive offer creates a sense of obligation, making individuals more inclined to accept less favorable terms to maintain consistency with their initial decision.

- Lowballing works in sales, negotiations, marketing, fundraising, and influence. Sell with a low price, negotiate with a favorable term, market with limited offers, fundraise with small asks, and influence with small favors leading to bigger ones. It's a handy trick for various situations.

Offering a free or low-cost service and then offering enhanced or additional services is not lowballing. Be transparent about this! This practice is part of sales and can increase value to the client. Let clients know from the start of your relationship that you offer a suite of services at different price points. Upselling or pivoting services to a product that more aligns with a client's goals can happen organically when you strategically partner with your client to add value when their timing and funding makes sense for them to do so.

The applications of lowballing can be observed in various contexts, including sales, negotiations, and social interactions. In sales, a car salesman might initially quote a very attractive price for a vehicle, securing a commitment from the buyer. Subsequently, additional costs such as taxes, fees, or optional add-ons are disclosed. The buyer, already committed to the purchase, may be more likely to accept these additional costs. In negotiations, a business deal may be presented with initially favorable terms, but as the negotiation progresses, less favorable conditions are revealed.

- Lowballing is a sneaky move that breaks trust. Use it sparingly, only with a good reason. Be upfront about hidden costs, let people say no, and deliver value to keep them happy and loyal.

This is deceptive and gaslighting and does not build trust between businesses or clients. If the cost isn't clear or there are add-ons or changes in the bid or price, this should be stated up front. For example, if you are a plumber, you may be called to change a faucet, but once you are performing the work you find that the pipe attached to the faucet is corroded and cannot connect to the faucet attachment. This is an understandable cost inflation that must be relayed immediately. Best practice is to state, up front, that once work is performed there may be other issues that aren't immediately known which can lead to an increase in costs. This transparency builds trust, minimizes fee disputes and can lead to repeat business or referrals.

To use lowballing effectively and ethically, focus on building trust and openness. Be transparent about potential changes or additional requests from the outset. Avoid using lowballing to exploit or manipulate others. Instead, leverage its psychological power to facilitate mutually beneficial agreements and foster positive relationships.

- Just as a captivating tale needs both challenges and triumphs, our lives find meaning in the balance of ups and downs. So, when faced with the unknown, consider it an unwritten chapter full of potential and possibilities.

- The lowball technique is a persuasion strategy where an attractive offer is initially presented to gain agreement, followed by less favorable terms after commitment. - To use the lowball technique effectively, begin by presenting an appealing offer, secure commitment, then reveal changes to the terms, emphasizing the initial agreement. - While the lowball technique can yield short-term compliance, it may damage trust if perceived as deceptive, and should be used ethically and judiciously.

The lowballing trick works because once people commit to something, they usually want to stick to it. However, it's also a sneaky way to trick or manipulate people. To avoid falling for the lowball trick, ask yourself a simple question: "If I could go back in time knowing what I know now, would I still make the same choice?" If the answer is "No" then you should know that offer was not genuine, rather a trick to manipulate you. This question can help you see things differently and make it easier for you to say "No" without feeling guilty about not sticking to your initial commitment.