Cialdini raamat
Two-year-olds seem masters of the art of resistance to outside pressure, especially
from their parents. Tell them one thing, they do the opposite; give them one toy,
they want another; pick them up against their will, they wriggle and squirm to be put
down; put them down against their will, they claw and struggle to pe carried.
One Virginia-based study nicely captured the style of terrible twos among
boys who averaged 24 months in age (S. S. Brehm &. Weintraub, 1977). The boys
__..21jjje!~._ Chapter 7 SCARCITY
accompanied their mothers into a room containing two equally attractive toys. The
toys were always arranged so that one stood next to a transparent Plexiglas barrier
and the other stood behind the barrier. For some of the boys, the Plexiglas sheet
was only a foot high-forming no real barrier to the toy behind it, since the boys
could easily reach over the top. For the other boys, however, the Plexiglas was 2 feet
annaabi.ee 
