Session 1 – The Power of because

[vc_row css=”.vc_custom_1516427422336{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]While making requests, there’s an interesting technique you can use to garner compliance or approval almost every time you use it.[/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]It’s known as the ‘Power of because’ technique.[/vc_column_text][vc_column_text][/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]The following experiment by the behavioral scientist Ellen Langer and her colleagues demonstrate the working of this technique:

Ellen Langer set up 3 scenarios:

[/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]1) A stranger approaches someone waiting in line to use a photocopier and simply asks,”Excuse me, I have five pages. May I use the Xerox machine?” Sixty percent of people agreed to allow the stranger to cut in line when faced with this direct request.[/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]2) Next, a stranger made the same request but added a reason: “May I use the Xerox machine, because I’m in a rush?” Nearly everyone (94 percent) agreed.[/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]3) Finally, the stranger approached and gave a totally senseless reason for the request, but still employed the word ‘because’: “May I use the Xerox machine, because I have to make copies?” Despite the inanity of the reason, 93 percent of people still complied with the request.[/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]So, this social experiment clearly demonstrates that we are more likely to comply with someone’s requests if we are given reasons even if they sound ridiculous.[/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]The reason the use of the word ‘because’ increases the chances of compliance is due to the fact it tricks your brain into believing that a reason is provided.[/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]Even if the reason is ridiculous, the brain accepts it because, at that very moment, it doesn’t process it fully.

So, this is one of those ‘shortcuts’ or ‘stereotypes’.[/vc_column_text][/vc_column][/vc_row][vc_row css=”.vc_custom_1516069665453{margin: 10px !important;background-color: #0098ba !important;border-radius: 15px !important;}”][vc_column][vc_column_text]Of course, nothing works with 100% success rate.

Even the original experiment drew some refusals. That’s how it works!

So, this brings us to the conclusion of today’s 1st session.[/vc_column_text][/vc_column][/vc_row]