Can you keep a secret?

Helping leaders become more persuasive means exposing them to some of the secrets of how to influence the subconscious thinking patterns of the people around them. One of the power words actually increases compliance by up to 50%.

Attendees of the Persuasion Dynamics one-day workshop are exposed to a number of power words that have a significant impact on the behavior of others. In this article we are going to focus on one power word. Look later in the document for a link to two Persuasion gifts we are offering to readers of this article.

The Psychology Experiment

Ellen Langer a Professor of Psychology at Harvard University conducted a study which is often cited in the areas of persuasion.

In her study, Langer experimented with a long line up of students who were waiting to make photocopies in the campus library. We paraphrase the essence of the study here.

Ask and You Will Get

In phase I of the study, Langer’s researchers approached an individual near the front of the line and asked him if he would mind letting the researcher get in line ahead of him. The first request was fairly basic, “Do you mind if I get in line ahead of you to make photocopies?” Interestingly enough, 44% of the time, the individual said yes. What we can gain from this is that if you ask for what you want, you may just get it!

In phase II, the researchers approached the person at the front of the line and asked, “Do you mind if I get in front of you to make photo copies because if I don’t my professor will be quite angry and I may fail my course.” The compliance rate jumped to 98%.

Now For the Most Fascinating Part

In Phase III, the researchers asked the person near the front of the line simply, “Do you mind if I get in front of you to make photocopies because I need to make photocopies?” The compliance rate remained at 94%.

The difference between a really good excuse and a very lame excuse was only 4% in terms of compliance.

The reason is in the secret powerful word “Because”

As children, our parents would often say, “Do it because I said so,” “Do it because you’ll get hurt if you don’t,” or when they were really exasperated, “Do it just because!”

A child’s brain is very vulnerable to suggestion and therefore many things are programmed into the subconscious at a very young age.

One of those words is the word “because”.

As a leader we can take advantage of this programming by using the word “because” when we make a request of another person. Having a really good reason is secondary to simply having any old reason at all.

A special offer to get access to interesting Persuasion Information at no cost

We have been fortunate to have so many people enroll and take the Persuasion Dynamics one-day workshop. We also know that many people are unable to take the workshop. So Dr. Peter DeShane and Greg Schinkel are collaborating to produce a series of audio learning programs in the area of persuasion and influence.

In fact right now, a pilot group of Quality Professionals is reviewing an audio program designed to help increase the success of quality professionals in communicating within their organization to gain greater respect and influence.

Back to the special offer… you can get your hands on two Persuasion gifts worth $74 by clicking the link below. The first gift is a synopsis of the high level persuasion information we cover in the full day workshop. The second is a 45 minute audio program titled, “How to Sell Your Ideas in Your Organization”.

Both are available by clicking this link:

Persuasion Info

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If you cannot make the links work, cut and paste this link into your browser: www.uniquedevelopment.com/persuade

Study details:

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, 635-642.