Cialdini raamat
Before long, I realized what
the other employees already knew: that the most successful waiter in the place was
• AG- Chapter 6 AUTHORITY
Vincent who somehow arranged for patrons to order more and tip higher. The
other servers were not even close to him in weekly earnings.
So I began to linger in my duties around Vincent's tables to observe his tech-
nique. I quickly learned that his style was to have no single style. He had a reper-
toire of approaches, each ready to be used under the appropriate circumstances.
When the customers were a family, he was effervescent-even slightly clownish-
directing his remarks as often to the children as the adults. With a young couple on
a date, he became formal and a bit imperious in an attempt to intimidate the young
man (to whom he spoke exclusively) into ordering and tipping lavishly. With an
annaabi.ee 
