Cialdini raamat
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. This time Good Cop stops him,
"Okay, Frank," handing Bad Cop some money, "I think we could all use some cof-
fee. How about getting us three cups?"
When Bad Cop is gone, it's time for Good Cop's big scene: "Look, man, I don't
know why, but my partner doesn't like you, and he's gonna try to get you. And he's
gonna be able to do it, because we've got enough evidence right now. And he's right
about the D.A.'s office going hard on guys who don't cooperate
annaabi.ee 
