Cialdini raamat
study. Suppose a couple wants to impress upon their daughter that lying is wrong.
A strong, clear threat ("It's bad to lie, honey, so if I catch you at it, I'll cut your
tongue out") might well be effective when the parents are present or when the girl
COMMITMENT IS THE KEY
thinks she can be discovered. However, it will not achieve the larger goal of con-
vincing her that she does not want to lie because she thinks it's wrong. To do that,
a much subtler approach is required. A reason must be given that is just strong
enough to get her to be truthful most of the time but is not so strong that she sees
it as the obvious reason for her truthfulness. It's a tricky business because this
barely sufficient reason changes from child to child. For one child, a simple appeal
may be enough ("It's bad to lie, honey, so I hope you won't do it"); for another, it
annaabi.ee 
