Cialdini raamat
Of course, there could be many differences between LaRue and the
other two men that may have accounted for their differing opinions regarding the
advisability of Liddy's plan. But one stands out: Of the three, only LaRue had not
been present at the prior two meetings, where Liddy had outlined his much more
ambitious programs. Perhaps, then, only LaRue was able to see the third proposal
for the clunker that it was and to react to it objectively, uninfluenced by the reci-
procity and perceptual contrast forces acting upon the others.
Damned If You Do, Damned If You Don't
A bit earlier we said that the rejection-then-retreat technique had, in addition to the
reciprocity rule, a pair of other factors working in its favor. We have already dis-
cussed the first of those factors, the perceptual contrast principle. The additional
advantage of the technique is not really a psychological principle, as in the case of
the other two factors
annaabi.ee 
