Cialdini raamat
their toll, causing the prisoners to change their views of themselves to align with
what they had done.
Writing was one sort of committing action that the Chinese urged incessantly
upon the captives. It was never enough for prisoners to listen quietly or even to
agree verbally with the Chinese line; they were always pushed to write it down as
well. Schein (1956) describes a standard indoctrination session tactic of the Chinese:
Aforther technique was to have the man write out the question and then the [pro-
Communist] answer.lfhe refosed to write it voluntarily, he was asked to copy it
from the notebooks, which must have seemed like a harmless enough concession.
(p. 161)
Oh, those "harmless" concessions. We've already seen how apparently trifling
commitments can lead to further consistent behavior. As a commitment device, a
written declaration has some great advantages. First, it provides physical evidence
annaabi.ee 
