According to Influence, Why Is It So Easy to Be

According to Influence, why is it so easy to be "conned" into compliance by a requester who uses scarcity pressures?

A) Because these pressures produce a state of calm that makes considered thinking easy.
B) Because scarcity pressures are so subtle, we hardly know they are there.
C) Because we are naturally inclined to try to achieve gains more than avoid losses.
D) None of the above.