Cialdini raamat
somniac who hoped that TM would provide her with a way to relax and fall asleep
easily at night. The third served as unofficial spokesman. He was failing his college
courses, because there didn't seem to be enough time to study. He had come to the
meeting to find out ifTM could help by training him to need fewer hours of sleep
each night; the additional time could then be used for study. It is interesting to
note that the recruiters informed him as well as the insomniac that Transcenden-
tal Meditation techniques could solve their respective, though opposite, problems.
Still thinking that the three must have signed up because they hadn't under-
stood the points made by my logician friend, I began to question them about as-
pects of his argument. To my surprise, I found that they had understood his
comments quite well; in fact, all too well. It was precisely the cogency of his argu-
ment that drove them to sign up for the program on the spot. The spokesman put
annaabi.ee 
