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How to Persuade and Influence People: Powerful techniques to get your own way more often by Philip Hesketh

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Chapter 26. PUTTING THE REASONS TOGETHER

On our first night in Auckland, just before I started to write this book, my wife and I went to a restaurant by the harbour called Cin Cin. It was 7 p.m. so we thought we would be able to get a table reasonably easily. What we didn't appreciate was that New Zealanders tend to eat a little earlier than we do in Britain, and the maître d' came over and asked if we had a reservation. I explained that we didn't and could we have a table for two? He grimaced a little and said he would see what he could do.

I thought, 'This is excellent.'

He's already using 'rarity' (difficult to get a table) and 'social pressure' (everybody eats here) and he came back and said he could 'squeeze us in'.

Fantastic.

He was using 'special ...

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