Negativity: It’s only natural, wrote Adam Kahn. My experience as a Mentor-Coach proved him right. The very next instant after having a desire the ‘but’ shows up. All the reasons you can’t/won’t have what you want. DON'T bother trying to stop that. DO bother flipping the buts 180º (with a twist and a toe-grab) and entertain a because… Or five.
Practice makes… The but business is a habit and the way to a new habit is consistent practice. So…
Because… Because… Because… ‘Because I deserve it’ is a good one. Bet you’ll find others.
I don’t think there’s any mindless anything (as the researchers cited below hypothesized) about the importance and persuasive power of the word ‘because.’ What ever word or words follow ‘because’ is THE reason why something occurs. When we know why, we understand. As the experiment explicitly demonstrates, even the offer of some understanding ("no matter even if non-existent”) is enough to satisfy and influence most people to respond positively.
"Seek first to understand,’ St. Stephen (Covey, not Francis) said. “Then to be understood."
So...
The Power of the Word "Because" To Get People To Do Stuff
"Because" is a magic word when you want to get people to do something.
Susan Weinschenk Ph.D.
Brain Wise— Posted Oct 15, 2013 Psychology Today
_____________________
I tend to write about the latest research, but I think it's important to go back to "foundational" (i.e. old!) research too. This post describes research conducted in 1978. Ellen Langer (Professor of Psychology at Harvard) published a research study about the power of the word "because".
Langer had people request to break in on a line of people waiting to use a busy copy machine on a college campus. (Remember that this is in the 1970′s—there weren’t computers and printers. People did a lot more copying back then, so there were often lines waiting to use a copy machine). The researchers had the people use three different, carefully worded requests to break in line:
“Excuse me, I have 5 pages. May I use the xerox machine?”
“Excuse me, I have 5 pages. May I use the xerox machine, because I have to make copies?”
“Excuse me, I have 5 pages. May I use the xerox machine, because I’m in a rush?”
Did the wording effect whether people let them break in line? Here are the results:
“Excuse me, I have 5 pages. May I use the xerox machine?” [60% compliance]
“Excuse me, I have 5 pages. May I use the xerox machine, because I have to make copies?”[93% compliance]
“Excuse me, I have 5 pages. May I use the xerox machine, because I’m in a rush?” [94% compliance]
Using the word “because” and giving a reason resulted in significantly more compliance. This was true even when the reason was not very compelling (“because I have to make copies"). The researchers hypothesize that people go on “automatic” behavior or “mindlessness” as a form of a heuristic, or short-cut. And hearing the word “because” followed by a reason (no matter how lame the reason is), causes us to comply.
They also repeated the experiment for a request to copy 20 pages rather than five. In that case, only the “because I’m in a rush” reason resulted in compliance.
So what does this all mean?:
When the stakes are low people will engage in automatic behavior. If your request is small then follow the request with the word "because" and give any reason.
If the stakes are high, then there is a little more resistance, but still not too much. Use the word "because" and try to come up with at least a slightly more compelling reason.
What do you think? Has this worked for you?
Here's the research citation:
Langer, E., Blank, A., & Chanowitz, B. (1978). The mindlessness of Ostensibly Thoughtful Action: The Role of “Placebic” Information in Interpersonal Interaction. Journal of Personality and Social Psychology, 36(6), 635-642.
I always try to live with a focus on I want it because as the seems to drive me and creates momentum - if I look the other way, I want it but all I see is obstruction and delay - so focus on the powert of beacuse.
Negativity: It’s only natural, wrote Adam Kahn. My experience as a Mentor-Coach proved him right. The very next instant after having a desire the ‘but’ shows up. All the reasons you can’t/won’t have what you want. DON'T bother trying to stop that. DO bother flipping the buts 180º (with a twist and a toe-grab) and entertain a because… Or five.
Practice makes… The but business is a habit and the way to a new habit is consistent practice. So…
Because… Because… Because… ‘Because I deserve it’ is a good one. Bet you’ll find others.
why because...
Because it's a powerful influencer.
I don’t think there’s any mindless anything (as the researchers cited below hypothesized) about the importance and persuasive power of the word ‘because.’ What ever word or words follow ‘because’ is THE reason why something occurs. When we know why, we understand. As the experiment explicitly demonstrates, even the offer of some understanding ("no matter even if non-existent”) is enough to satisfy and influence most people to respond positively.
"Seek first to understand,’ St. Stephen (Covey, not Francis) said. “Then to be understood."
So...
The Power of the Word "Because" To Get People To Do Stuff
"Because" is a magic word when you want to get people to do something.
Susan Weinschenk Ph.D.
Brain Wise— Posted Oct 15, 2013 Psychology Today
_____________________
I tend to write about the latest research, but I think it's important to go back to "foundational" (i.e. old!) research too. This post describes research conducted in 1978. Ellen Langer (Professor of Psychology at Harvard) published a research study about the power of the word "because".
Langer had people request to break in on a line of people waiting to use a busy copy machine on a college campus. (Remember that this is in the 1970′s—there weren’t computers and printers. People did a lot more copying back then, so there were often lines waiting to use a copy machine). The researchers had the people use three different, carefully worded requests to break in line:
“Excuse me, I have 5 pages. May I use the xerox machine?”
“Excuse me, I have 5 pages. May I use the xerox machine, because I have to make copies?”
“Excuse me, I have 5 pages. May I use the xerox machine, because I’m in a rush?”
Did the wording effect whether people let them break in line? Here are the results:
“Excuse me, I have 5 pages. May I use the xerox machine?” [60% compliance]
“Excuse me, I have 5 pages. May I use the xerox machine, because I have to make copies?”[93% compliance]
“Excuse me, I have 5 pages. May I use the xerox machine, because I’m in a rush?” [94% compliance]
Using the word “because” and giving a reason resulted in significantly more compliance. This was true even when the reason was not very compelling (“because I have to make copies"). The researchers hypothesize that people go on “automatic” behavior or “mindlessness” as a form of a heuristic, or short-cut. And hearing the word “because” followed by a reason (no matter how lame the reason is), causes us to comply.
They also repeated the experiment for a request to copy 20 pages rather than five. In that case, only the “because I’m in a rush” reason resulted in compliance.
So what does this all mean?:
When the stakes are low people will engage in automatic behavior. If your request is small then follow the request with the word "because" and give any reason.
If the stakes are high, then there is a little more resistance, but still not too much. Use the word "because" and try to come up with at least a slightly more compelling reason.
What do you think? Has this worked for you?
Here's the research citation:
Langer, E., Blank, A., & Chanowitz, B. (1978). The mindlessness of Ostensibly Thoughtful Action: The Role of “Placebic” Information in Interpersonal Interaction. Journal of Personality and Social Psychology, 36(6), 635-642.
____________________________
I always try to live with a focus on I want it because as the seems to drive me and creates momentum - if I look the other way, I want it but all I see is obstruction and delay - so focus on the powert of beacuse.