"recruiters" - 1 õppematerjal

Cialdini raamat

turers' complex argument was contradictory, illogical, and unsupportable. The ef- fect on the discussion leaders was devastating. After a confused silence, each attempted a weak reply only to halt midway to confer with his partner and finally to admit that my colleague's points were good ones "requiring further study." More interesting to me, though, was the effect upon the rest of the audience. At the end of the question period, the two recruiters were faced with a crowd of au- dience members submitting their $75 down payments for admission to the TM program. Nudging, shrugging, and chuckling to one another as they took in the payments, the recruiters betrayed signs of giddy bewilderment. After what ap- peared to have been an embarrassingly clear collapse of their presentation, the meeting had somehow turned into a great success, generating mystifyingly high levels of compliance from the audience. Although more than a bit puzzled, I