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.
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" Robert Cialdini – Psihologia persuasiunii