Cialdini raamat
It worked! Because it works,
the rejection-then-retreat technique can and will be used purposely by certain peo-
ple to get their way. First let's examine how this tactic can be used as a reliable com-
pliance device. Later we will see how it is already being used. Finally we can turn to
a pair of little-known features of the technique that make it one of the most influ-
ential compliance tactics available.
Remember that after my encounter with the Boy Scout, I called my research as-
sistants together to try to understand what had happened to me-and, as it turned
out, to eat the evidence. Actually, we did more than that. We designed an experi-
ment to test the effectiveness of the procedure of moving to a desired request after
a larger preliminary request had been refused. We had two purposes in conducting
the experiment. First, we wanted to see whether this procedure worked on people
besides me. (It certainly seemed that the tactic had been effective on me earlier in
annaabi.ee 
