Cialdini raamat
basic idea worked with a bit of a twist. That is, the car salespeople I observed threw
the low-ball by proposing sweet deals, getting favorable decisions as a result, and
then taking away the sweet part of the offers. If my thinking about the essence of
the low-ball procedure was correct, I recognized that I should be able to get the tac-
tic to work in a somewhat different way: I could offer a good deal, which would pro-
duce the crucial decisional commitment, and then I could add an unpleasant
feature to the arrangement. Because the effect of the low-ball technique was to get
an individual to stick with a deal, even after circumstances had changed to make it
a poor one, the tactic should work whether a positive aspect of the deal was re-
moved or a negative aspect was added.
So, to test this latter possibility, my colleagues John Cacioppo, Rod Bassett,John
annaabi.ee 
