Cialdini raamat
I would advise special caution in the presence of requesters who claim to be "just
like YOU."3 Indeed, it would be wise these days to be careful around salespeople who
just seem to be just like you. Many sales training programs now urge trainees to
"mirror and match" the customer's body posture, mood, and verbal style, as simi-
larities along each of these dimensions have been shown to lead to positive results
(Chartrand 8{ Bargh, 1999; Locke 8{ Horowitz, 1990; van Baaren et al., 2003).
Compliments
Actor McLean Stevenson once described how his wife tricked him into marriage:
"She said she liked me." Although designed for a laugh, the remark is as instructive
as it is humorous. The information that someone fancies us can be a bewitchingly
effective device for producing return liking and willing compliance (Berscheid 8{
lAdditional work suggests yet another reason for caution when dealing with similar requesters: we
annaabi.ee 
