Cialdini was interested in determining the best strategy for restaurant waiters to use in maximizing tips. He observed the highest-earning waiter in a particular restaurant for a period of time to find out what it was that he did. What was most notable about the waiter’s behavior, it turned out, was that he didn’t do anything consistently – except seek to maximize his tips. With families, he was warm and homey, winking at the children and anticipating their desires. With adolescents on dates, he was haughty and intimidating. And with older women eating alone he was solicitous and confidential.
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