Abu Jandal, Osama bin Laden’s former chief body-guard was captured and put in a Yemini prison post 9/11. All attempts to get Abu Jandal to reveal information about Al Qaeda’s leadership had failed. However whilst the interrogation was going on, the interrogators noticed that Abu Jandal didn’t touch any of the cookies offered to him with tea.They later learned that he was a diabetic and couldn’t eat anything with sugar in it.
At their next meeting, the Americans brought him some sugar-free cookies, a gesture that took the edge off Abu Jandal’s angry demeanor.
According to one of the interrogators, that was a key turning point: “We had showed him respect, and we had done this nice thing for him, “So he started talking to us instead of giving us lectures.” In subsequent sessions, Jandal provided extensive data on Al Qaeda operations, as well as the names of seven of the 9/11 hijackers.
Source : Pre Suasion : A Revolutionary Way To Influence and Persuade By Robert Cialdini
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