Cialdini raamat
research has shown this to be true around the world (McGuinnies 8{ Ward, 1980)
and in children as young as second-graders (Mills 8{ Keil, 2005). By wondering how
an expert stands to benefit from our compliance, we give ourselves another safety
net against undue and automatic influence. Even knowledgeable authorities in a
field will not persuade us until we are satisfied that their messages represent the
facts faithfully (Van Overwalle 8{ Heylighen, 2006).
When asking ourselves about an authority's trustworthiness, we should keep in
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
annaabi.ee 
