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Maximum Influence, 2nd Edition by Robert G. Allen, Kurt W. Mortensen

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CHAPTER 6

The Law of Obligation

How to Get Anyone to Do a Favor for You

Nothing is more costly than something given free of charge.

—JAPANESE SAYING

Every month, a gentleman used to walk into my office, unsolicited, to try to get our business. He was selling office supplies and other items that we could get anywhere. I appreciated his tenacity, but we were under contract with another company. He would graciously give us a dozen cookies when he left. They were great cookies and always welcome during a business day afternoon. He would come by every month, accept our rejection, and leave us those tasty cookies. We soon started calling him the Cookie ...

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