Cialdini raamat
DOONESBURY © 1994 G.B. Trudeau. Reprinted with permission of UNIVERSAL PRESS
SYNDICATE. All rights reserved.
though, the drawback will be a secondary one that is easily overcome by more sig-
nificant advantages-"Avis: We're number two, but we try harder"; "L'Oreal, We're
more expensive but you're worth it." By establishing their basic truthfulness on
minor issues, the compliance professionals who use this ploy can then be more be-
lievable when stressing the important aspects of their argument (Hunt, Domzal, il{
Kernan, 1981; Settle il{ Gorden, 1974; Ward il{ Brenner, 2006),
I have seen this approach used with remarkable effect in a place that few of us
recognize as a compliance setting-a restaurant. It is no secret that, because of
shamelessly low wages, servers in restaurants must supplement their earnings with
tips. Leaving the sine qua non of good service aside, the most successful waiters and
annaabi.ee 
