Compliance techniques based on obligation

People have a propensity to be consistent, keep promises and saving self-concept. In that cases human often weak to simple request strategy. It is a base strategy and it used by influence area professionals regularly.

In it's root lying an attempt to get a promise before and after that request to perform it. This strategy is the base of many compliance techniques.

1. Door-in-the-face technique - compliance technique when one ask about smth big or complicated what expected to be turned down. After that he cut down his request to more reasonable, exactly what he wanted to get from the beginning.

2. Labeling technique - one sticks a label on the partner and then demand to get a service corresponds with the label .

3. Foot-in-the-door technique - technique when the small request have been given at first which likely will be accepted by partner. Then the bigger one should be given.

4. Low-ball technique - persuasion when an item or a service is offered by lower price than it going to be charged after which the price is raised to planed. The technique based on cognitive dissonance: The person has already enjoying the prospect of excellent deal and the future benefits, so going back and refuse the deal can cause cognitive dissonance, which is prevented by playing down and pay "extra" cost.

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.

First propose an attractive price on an idea/item which you are confident that the other person/buyer will accept.

• Maximize their buy-in, in particular by getting both verbal and public commitment to this, e.g., a down payment or a handshake.
• Make it clear that the decision to purchase is of their own free will.
• Change the agreement to what you really want. 
• The person/buyer may complain, but they should agree to the change if the low-ball is managed correctly.

5. Bait and switch technique - taking the agreement obligation, and after it agreement will occur not valid or not attractive and the new agreement will suggested instead of it with higher costs .

6. That’s-not-all technique - technique increase person's compliance, when he bought offered additional advantages.

Source (Rus): http://vk.com/wall-24986735_79171