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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

The Freedmans Study

A couple want to impress upon their daughter that lying is wrong, a strong, clear threat. A reason must be given that is just strong enough to get her to be truthful most of the time but not so strong that she sees it as the obvious reason for her truthfulness. Wise parents will know which kind of reason will work on their own children. The important thing is to use a reason that will initially produce the desired behavior and at the same time allow a child to take personal responsibility for that behavior.

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