Cialdini raamat
mind a little tactic compliance practitioners often use to assure us of their sincer-
ity: They will argue somewhat against their own interests. Correctly practiced, this
approach can be a subtle yet effective device for "proving" their honesty. Perhaps
they will mention a small shortcoming in their position or product. Invariably
DEFENSE 11m.
Doonesbury/Gary Trudeau
A Spoonful of Medicine Makes the Sugar Go Down
Besides its capacity to combat the perception of grade inflation, a weakness can become a
strength in a variety of other situations. For example, one study found that letters of
recommendation sent to the personnel directors of major corporations produced the most
favorable results for job candidates when the letters contained one unflattering comment
annaabi.ee 
