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INFLUENCE: The Psychology of Persuasion - Commented Book

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CHAPTER

The Most Successful Waiter in a Restaurant

I applied for waiter openings at several fairly expensive restaurants. The best i could do was to land a busboy job that, as things turned out, provided me a propitious vantage point from which to watch and analyze the action. I quickly learned that his style was to have no single style. He had a repertoire of them, each ready to be called on under the appropriate circumstances. When the customers were a family, he was effervescent, even slightly clownish,. With a young couple on a date, he became formal and a bit imperious in an attempt to intimidate the young man into ordering and tipping lavishly. But vincent reserved the trick of seeming to argue against his own

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