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INFLUENCE: The Psychology of Persuasion - Commented Book

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The Contrast Principle in Human Perception

With proper execution, the exploiters need hardly strain a muscle to get their way. All that is required is to trigger the great stores of influence that already exist in the situation and direct them toward the intended target. In this sense, the approach is not unlike that of the japanese martial art form called jijitsu. A woman employing jujitsu would utilize her own strength only minimumly against an opponent. Instead, she would exploit the power inherent in such naturally present principles as gravity, leverage, momentum and inertia. If she knows how and where to engage the action of these principles, she can easily defeat a physically stronger rival. And so it is for the exploiters of the

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