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Otsingule "anticipa" leiti 1 fail

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Cialdini raamat

" Not knowing what to do, she extended it toward him again, only to have him demand to know what he had to give in return. When she replied weakly, "Nothing. It's a gift," he fixed her with a dis- believing glare, insisting that he recognized "her game," and brushed on past. The girl was so stung by the experience that she could not approach anyone else and had to be removed from her assignment-one she had anticipated fondly. It is hard to know whom to blame more, the insensitive man or the exploiters who had abused his tendency to reciprocate a gift until his response had soured to a refusal. No matter whom you find more blameworthy, the lesson is clear. We will always encounter authentically generous individuals as well as many peo- ple who try to play fairly by the reciprocity rule rather than to exploit it. They will doubtles...

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