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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

The Consistency Tape

People with real problems desperately searching for a way to solve those problems. They were seekers who, if our discussion leaders were to be believed, had found a potential solution in t m driven by their needs. Now, in the form of my colleague, intrudes the voice of reason, showing the theory underlying their new found solution to be unsound. Panic. Something must be done at once, before logic takes its toll and leaves them without hope again. Walls against reason are needed. And it doesn't matter that the fortress to be erected is a foolish one. Quick a hiding place from thought. Whew. No need to think about the issues any longer. The decision has been made.

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