Cialdini raamat
even the old pros generated over 10% more business than before. I didn't fully
understand why this worked before. .
Author's note: Although accidentally employed, this reader's tactic was masterful because it didn't
simply commit customers to their choice; it also committed them to the reasons for their choice.
And, as we've seen in Chapter 1, people often behave for the sake of reasons (Bastardi &. Shafu,
2000; Langer, 1<}89).
offering a bag of rice to anyone turning him in." In fact, nearly all American pris-
oners in the Chinese camps are said to have collaborated with the enemy in one
way or another.'
An examination of the prison-camp program shows that the Chinese relied
heavily on commitment and consistency pressures to gain the desired compliance
from their captives. Of course, the first problem facing the Chinese was to find a
annaabi.ee 
