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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

Co Operation Passes the Test With Colors Flying Compliance

Do compliance practitioners systematically use co operation to get us to like them so we will say yes to their requests? Do they point it out when it exists naturally in a situation? Do they try to amplify it when it exists only weakly? And most instructive of all, do they manufacture it when it is absent? As it turns out, co operation passes the test with colors flying compliance.

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