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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

Creating New Struts to Undergird Choices

After our friend comes to view himself as a public spirited citizen, he will automatically begin to see things differently. The advantage to an unscrupulous compliance professional is tremendous. An exploitative individual can offer us an inducement for making such a choice. And after the decision has been made, can remove that inducement,. knowing that our decision will probably stand on its own newly created legs.

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