![]() ![]() ![]() He wrote, “Certain cues seize our attention vigorously. And the best way to get someone’s attention is through cues related to sex, danger or novelty. In Professor Cialdini’s newest book Pre-Suasion, he says before we can influence someone, we first have to get their attention. ![]() People simply like to have reasons for what they do. May I use the Xerox machine because I have to make some copies?” This time 93 percent of people said yes! The single word “because” caused almost everyone to say yes, even when the reason given was empty!Ī well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. Then they tried asking “Excuse me, I have five pages. May I use the Xerox machine?” and 60 percent of people said yes. First they tried asking: “Excuse me, I have five pages. A study by Ellen Langer tested how many people would let someone cut into the fron of a line to use a photocopy machine. Usually they are shortcuts that help us make the right decisions, but sometimes these triggers can be hijacked so we make decisions against our best interests.įor example, adding the single word “because” to a request makes a lot more people say yes to it. ![]() Well, humans also have similar triggers that are automatic and irrational. ![]()
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