Cialdini raamat
mixture of good and bad. There were three interesting findings. First, the evalua-
tor who provided only praise was liked best by the men. Second, this tendency held
true even when the men fully realized that the flatterer stood to gain from their lik-
ing him. Finally, unlike the other types of comments, pure praise did not have to
be accurate to work. Positive comments produced just as much liking for the flat-
terer when they were untrue as when they were true (Drachman, deCarufel, &.
Insko, 1978).
Apparently we have such an automatically positive reaction to compliments
that we can fall victim to someone who uses them in an obvious attempt to win
our favor. Click, whirr. Wh en seen in this light, the expense of printing and mail-
ing well over 150,000 "I like you" cards each year seems neither as foolish nor
as costly as before.
Contact and Cooperation
For the most part, we like things that are familiar to us (Monahan, Murphy, &. Za-
jonc, 2000)
annaabi.ee 
