Cialdini raamat
request. Right now, psychologists know quite a bit about these principles-what
they are and how they work. I have characterized such principles as weapons of in-
fluence and will be discussing some of the most important of them in this book.
After a time, though, I began to realize that the experimental work, while nec-
essary, wasn't enough. It didn't allow me to judge the importance of the principles
in the world beyond the psychology building and the campus where I was examin-
ing them. It became clear that if I was to understand fully the psychology of com-
pliance, I would need to broaden my scope of investigation. I would need to look
to the compliance professionals-the people who had been using the principles on
me all my life. They know what works and what doesn't; the law of survival of the
fittest assures it. Their business is to make us comply, and their livelihoods depend
on it. Those who don't know how to get people to say yes soon fall away; those who
annaabi.ee 
