Cialdini raamat
"I'll tell you, Kenny, you're
sIn truth, little in the way of combat takes place when the salesman enters the manager's office under
such circumstances. Often, because the salesman knows exactly the price below which he cannot go,
he and the boss don't even speak. In one car dealership I infiltrated while researching this book, it
was common for a salesman to have a soft drink or cigarette in silence while the boss continued
working. After a seemly time, the salesman would loosen his tie and return to his customers, looking
weary but carrying the deal he had just "hammered out" for them-the same deal he had in mind be-
fore entering the boss' office.
CONDITIONING AND ASSOCIATION
lucky that nobody was hurt and you weren't armed. When you come up for sen-
tencing, that'll look good." If the suspect persists in claiming innocence, Bad Cop
launches into another tirade of curses and threats
annaabi.ee 
