Final answer:
The technique described is option e. the door-in-the-face technique, where a very favorable deal is offered and then the terms are changed to make it less attractive. An example of this technique is when a store owner suggests purchasing an expensive product and then suggests additional purchases. This technique is based on the principle of consistency.
Step-by-step explanation:
The technique described in the question, where someone offers a very favorable deal and then changes the terms to make it less attractive after the target person has accepted, is known as the door-in-the-face technique. It is a strategy used to gain compliance by starting with a large request that is likely to be refused, and then following it up with a smaller, more reasonable request.
An example of this technique in action is when a store owner suggests purchasing an expensive product, such as the latest model smartphone, and then suggests additional purchases like a data plan and a long-term warranty. By agreeing to the initial smaller request of the data plan, the customer is more likely to agree to the larger request of the warranty.
This technique is based on the principle of consistency, where our past behavior often influences our future behavior and we have a desire to maintain consistency once we have committed to a behavior.