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Patrick Sheehan
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Influence: The Psychology of Persuasion (Collins Business Essentials), by Robert B. Cialdini

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The technique is a simple one that we can call the rejection-then-retreat technique.
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Influence: The Psychology of Persuasion (Collins Business Essentials)
Influence: The Psychology of Persuasion (Collins Business Essentials)
by Robert B. Cialdini
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