Cialdini raamat
to restrain the influence of the factors that cause liking. Quite the contrary. We
DEFENSE . . .
allow those factors to exert their force, and then we use that force in our campaign
against those who would profit by them. The stronger the force, the more conspic-
uous it becomes and, consequently, the more subject to our alerted defenses.
Suppose, for example, we find ourselves bargaining on the price of a new car
with Dealin' Dan, a candidate for Joe Girard's vacated "Greatest Car Salesman" title.
After talking a while and negotiating a bit, Dan wants to close the deal: he wants us
to decide to buy the car. Before any such decision is made, we should ask ourselves
the crucial question, "In the 25 minutes I've known this guy, have I come to like him
more than I would have expected?" If the answer is yes, we might want to reflect
on the ways Dan behaved during those few minutes. We might recall that he has
annaabi.ee 
