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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

Bad Cop's Big Scene

Good cop bad cop works as well for several reasons. Fear of long incarceration is quickly instilled by bad cop's threats. The perceptual contrast principle ensures that the interrogator playing good cop will seem like an especially reasonable and kind man. In most situations, such a person would be viewed very favorably. But in the deep trouble our robbery suspect finds himself, that person takes on the character of a saviour. And from saviour it is but a short step to trusted father, confessor, conditioning and association.

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