Cialdini raamat
thinking that maybe he was a nice guy after all; and, then, I'd usually give in to
his request for help.
Author's note: Chris was more than just a flatterer. He structured his praise to give the reader a
reputation to live up to. In so doing, he combined a potent element of the liking principle with
the force of the Consistency principle.
tion. Joe understood an important fact about human nature: we are phenomenal
suckers for flattery. Although there are limits to our gUllibility-especially when we
can be sure that the flatterer is trying to manipulate us-we tend, as a rule, to be-
lieve praise and to like those who provide it.
An experiment done on a group of men in North Carolina shows how helpless
we can be in the face of praise. The men in the study received comments about
themselves from another person who needed a favor from them. Some of the men
annaabi.ee 
