Rus Articles Journal

How to convince people to tell “yes“? Belief lessons from Robert Chaldini of

Each of us had to face that our requirements are not fulfilled, requests remain not heard, and wishes - unaccounted. Why does that happen and how to work in similar situations?

the Famous social psychologist Robert Tchaldini considers that belief is a science though often it is mistakenly considered as art... Studying belief psychology, to learn it is good convince even those who consider himself incapable to persuade the child to play can. “The belief psychology“ is the main subject of the new book of Robert Chaldini the fact that little changes in the formulation of a request often lead to amazing results. Here some receptions how to convince people to answer “yes“.

Two words which whether increase your ability to convince

It is possible that one or two words in a request sharply increased your desire to answer: “Yes, you pass“? Yes! And it is “because“ .

Psychologists decided to study the convincing force of these words in special research. In one of options the person approached turn on the copier and just asked: “Forgive, I can jump the line? I have only five pages“. In response to this direct request of 60 percent of people agreed to pass it. However, when the stranger added the reason to this request (“I can jump the line, because I very much hurry?“), him almost all (agreed to miss 94 percent).

And here research becomes rather interesting. This time the stranger used the words “because“ too, but they were followed by absolutely senseless reason. Specifically the request of the stranger sounded so: Whether “I can jump the line, because to me needs to make copies? Because to you needs to make copies?“ It is natural, you came to the copier to make copies - you are not going to sharpen them pencils?! However, despite tautological emptiness of the reason presented by the stranger, it led almost to the same level of concessions (93 percent), as well as in case of quite reasonable reason.

This research shows unique motivational influence of the words “because“ : all requests need to be accompanied with justification even if you think that the reasons are absolutely clear.

This strategy can bring benefit and in our house life. Instead of the requirement to children “Immediately at a table!“ or “Immediately to sleep! “ the explanation of the reasons of the request - not simply will be much more effective strategy “because I so told!“.

We learn “to zerkalit“ at waiters

They say that imitation is a highest form of flattery. The example shows below that imitation also is also one of basic forms of belief.

You for certain met waiters who, having taken the order, passively say “well“ or, what is even worse, do not even confirm it. Therefore it is no wonder that we prefer that we were served by those who do not leave us in uncertainty: whether will bring us instead of “öĺçŕđ˙“ which we ordered the Greek salad? Clever waiters know that they will be able to receive more tip if they in accuracy repeat words of clients!

Why the specular reflection of other person leads to generosity? It is connected with our natural tendency to prefer the people similar to us . Possibly, waiters who precisely repeat words of clients receive more tip from too - for sympathies - we want to do pleasant and to tell “yes“ to people who are pleasant to us.

Mirror behavior - fine strategy and during business negotiations . It leads to increase of trust, and increase of trust - to the fact that one of negotiators usually feels so comfortably that disclosed some details which, eventually, allowed to descend from a dead point and to reach the mutually advantageous agreement.

You will find even more strategy of belief in the book of Robert Chaldini “Belief psychology“.