Cialdini raamat
influence lie and who employ them regularly and expertly to get what they want.
They go from social encounter to social encounter, requesting others to comply
with their wishes; their frequency of success is dazzling. The secret of their effec-
tiveness lies in the way that they structure their requests, the way that they arm
themselves with one or another of the weapons of influence that exist in the social
environment. To do this may take no more than one correctly chosen word that en-
gages a strong psychological principle and sets rolling one of our automatic be-
havior tapes. Trust the human profiteers to learn quickly exactly how to benefit
from our tendency to respond mechanically according to these principles.
Remember my friend the jewelry store owner? Although she benefited by ac-
cident the first time, it did not take her long to begin exploiting the expensive =
good stereotype regularly and intentionally. Now during the tourist season, she
annaabi.ee 
