Driven by a desire to understand why he—and so many others—automatically said "yes," he spent three years as a participant-observer. He applied for training at used car dealerships, fundraising organizations, and telemarketing firms to see how professional "compliance practitioners" actually moved people to action. The Discovery of Mental "Shortcuts"
The story of Robert Cialdini's (released in Romania as Psihologia persuasiunii ) begins with Cialdini's own admission: he was a "patsy" who constantly found himself agreeing to things he didn't want, from buying unnecessary girl scout cookies to donating to charities he didn't support. Robert Cialdini – Psihologia persuasiunii