"kamisar" - 1 õppematerjal

Cialdini raamat

Do us both a favor, Kenny. Just tell me how you did it, and let's start working on getting you through this." A full confes- sion frequently follows. Good Cop/Bad Cop works as well as it does for several reasons: The fear oflong incarceration is quickly instilled by Bad Cop's threats; the perceptual contrast prin- ciple (see Chapter 1) ensures that compared to the raving, venomous Bad Cop, the interrogator playing Good Cop will seem like an especially reasonable and kind per- son (Kamisar, 1980); and because Good Cop has intervened repeatedly on the sus- pect's behalf-has even spent his own money for a cup of coffee-the reciprocity rule pressures for a return favor (Rafaeli 8z Sutton, 1991). The main reason that the technique is effective, though, is that it gives the suspect the idea that there is someone on his side, someone with his welfare in mind, someone working to- gether with him, for him. In most situations, such a person would be viewed very