Cialdini raamat
"She said she liked me." Although designed for a laugh, the remark is as instructive
as it is humorous. The information that someone fancies us can be a bewitchingly
effective device for producing return liking and willing compliance (Berscheid 8{
lAdditional work suggests yet another reason for caution when dealing with similar requesters: we
typically underestimate the degree to which similarity affects our liking for another (Gonzales, Davis,
Loney, Lukens, ~Junghans, 1983).
~ Chapter 5 LIKING
Walster, 1978; Howard, Gengler, 8{Jain, 1995, 1997). So, often when people flatter us
or claim affinity for us, they want something from us.
Remember Joe Girard, the world's "greatest car salesman," who says the secret
of his success was getting customers to like him? He did something that, on the
face of it, seems foolish and costly. Each month he sent every one of his more than
annaabi.ee 
