After making what you thought was a great deal on a new car, the salesperson tells you

that there has been a mistake in his addition and that the car is really going to cost you
about $1000 more than you had originally agreed to.

The salesperson is using a
technique called
a. door-in-the-face.
b. low-balling.
c. foot-in-the-door.
d. norm of reciprocity.
e. high-balling.

b. low-balling.