Lessons in the Power of Persuasion
Covert Techniques of Conversational Persuasion
Is there a single word which can have a dramatic effect on your success at persuading others to either do what you want them to do, or allow you to do what you want. Yes there is and it may surprise you. No, stop all those silly thoughts like pretending nosex is one word. Clearly this has great powers of persuasion when applied by certain people, but that’s really not what we are talking here is it? I mean not in the normal conversational interactions that most people have in everyday life. If you are still thinking nosex then I would suggest getting help – any kind will do.
Is it possible that a single word said very subtly and in the general run of conversation could drastically increase the likelihood that you will say Yes to a request from someone?
YES – and the word is…. BECAUSE
Here we go then, you can believe this because it has been scientifically proven in tests done by some of the best behavioural psychologists available because they are constantly looking at powerful persuasion techniques because that’s their job after all isn’t it?
It was behavioural scientist Ellen Langer and her colleagues who decided to put this word to the test.
In one study Langer arranged for a stranger to approach a line of people waiting to use a photo copier and ask someone in the line the question. “Excuse me, I have five pages. May I use the copy machine first?”Faced with this direct question, 60% of the people were prepared to let the stranger go in ahead of them.
Next the stranger arrived at the line with a reason to cut in. They were told to ask. “May I use the Xerox machine because I’m in a rush?” A staggering 94% complied and allowed them in. Now perhaps this kind of a boost doesn’t impress you much after all they are providing a good reason to jump the line.
OK, I didn’t necessarily expect that to impress you even though it shows the power
of coming up with a compelling reason -
Fine -
Langer herself decided to put the word to a harsher test. This time she had the stranger ask to cut in and use the word because, but followed it with, quite frankly, a ridiculous reason. “Excuse me, may I use the Xerox machine first, because, I have to make copies.”
What? Because you have to make copies? Well who doesn’t? That’s what we are all here for! Do you think I am going to sharpen my pencil?
That’s the reaction right? Wrong! Despite the pathetic -
This really is impressive when you think about how much most of us hate to be in queue's and because we hate being there, the thought of allowing some stranger to push in, delaying us even more, is quite objectionable. Yet here we are getting a 93% success rate with a little linguistic skill.
Have fun and experiment with it. Are strangers more susceptible to this bit of cunning word play or will it generally work just as well with unsuspecting friends and family?
Strangers are not always comfortable with close presence (personal space) of people that they don’t know (especially Brits) so you may find that they really aren’t listening too carefully when the “legitimate” reasoning is given. They don’t analyse it too carefully before replying.
They may well get to thinking about it after a while and start getting that puzzled look on their face, “What...?” But by the time realisation dawns of exactly what you said, it’s either too late or they won’t have the gall to make any kind of scene by daring to question you.
“Hey, wait a minute, that was a complete BS reason buddy!”
Enjoy,
Mark.