Cialdini raamat
He'd arranged things
so that compared to $10,000, a couple hundred bucks seemed like a pittance.
That was an expensive laugh. It cost his airline an extra $300 per
volunteer.
Author's note: Any ideas on how the desk agent could have used the contrast principle to his ad·
vantage rather than his detriment? Perhaps he could have started with a $5 joke offer and then
revealed the true (and now much more attractive-sounding) Sloo amount. Under those circum-
stances, I'm pretty sure he would have secured his laugh and his volunteers.
_ Chapter 1 WEAPONS OF INFLUENCE
to the already determined much larger price. As veteran car buyers can attest, many
a budget-sized final price figure has ballooned out of proportion from the addition
of all those seemingly little options. While the customers stand, signed contract in
annaabi.ee 
