Cialdini raamat
1. Title.
BF774.CS3 2009
153.8 'S2-dc22
Printed in the United States of America
10 9 8 7 6 54 32 1 RRD-VA 12 11 10 09 08
Credits appear on page 260, which constitutes an extension of the copyright page.
Contents
Preface ix
Introduction xi
CHAPTER 1 Weapons of Influence 1
Click, Whirr 2
Betting the Shortcut Odds 6
The Profiteers 10
Jujitsu 12
Summary 16
Study Questions 16
CHAPTER 2 Reciprocation: The Old Give and Take ... and Take 18
How the Rule Works 22
The Rule Is Overpowering 23
Politics 26
The Not-So-Free Sample 28
The Rule Enforces Uninvited Debts 31
The Rule Can Trigger Unequal Exchanges 33
Reciprocal Concessions 35
annaabi.ee 
