One simple word makes children 30% more likely to cooperate. It works on adults, too.
No, it's not 'please.'
Jonah Berger explains how appealing to someone's identity makes them more likely to agree to a request.
Human psychology really isn't that complicated, if you think about it. Everybody wants to see themselves in a positive light. That’s the key to understanding Jonah Berger’s simple tactic that makes people 30% more likely to do what you ask. Berger is a marketing professor at the Wharton School of the University of Pennsylvania and the bestselling author of “Magic Words: What to Say to Get Your Way.”
Berger explained the technique using a Stanford University study involving preschoolers. The researchers messed up a classroom and made two similar requests to groups of 5-year-olds to help clean up.
One group was asked, "Can you help clean?" The other was asked, “Can you be a helper and clean up?" The kids who were asked if they wanted to be a “helper” were 30% more likely to want to clean the classroom. The children weren’t interested in cleaning but wanted to be known as “helpers.”
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Berger calls the reframing of the question as turning actions into identities.
"It comes down to the difference between actions and identities. We all want to see ourselves as smart and competent and intelligent in a variety of different things,” Berger told Big Think. “But rather than describing someone as hardworking, describing them as a hard worker will make that trait seem more persistent and more likely to last. Rather than asking people to lead more, tell them, 'Can you be a leader?' Rather than asking them to innovate, can you ask them to 'Be an innovator'? By turning actions into identities, you can make people a lot more likely to engage in those desired actions.”
Berger says that learning to reframe requests to appeal to people’s identities will make you more persuasive.
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“Framing actions as opportunities to claim desired identities will make people more likely to do them,” Berger tells CNBC Make It. “If voting becomes an opportunity to show myself and others that I am a voter, I’m more likely to do it.”
This technique doesn’t just work because people want to see themselves in a positive light. It also works for the opposite. People also want to avoid seeing themselves being portrayed negatively.
“Cheating is bad, but being a cheater is worse. Losing is bad, being a loser is worse,” Berger says.
The same tactic can also be used to persuade ourselves to change our self-concept. Saying you like to cook is one thing, but calling yourself a chef is an identity. “I’m a runner. I’m a straight-A student. We tell little kids, ‘You don’t just read, you’re a reader,’” Berger says. “You do these things because that’s the identity you hold.”
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Berger’s work shows how important it is to hone our communication skills. By simply changing one word, we can get people to comply with our requests more effectively. But, as Berger says, words are magic and we have to use them skillfully. “We think individual words don’t really matter that much. That’s a mistake,” says Berger. “You could have excellent ideas, but excellent ideas aren’t necessarily going to get people to listen to you.”
This article originally appeared last year. It has since been updated.
Billie Eilish says Instagram comments were ruining her life. So she quit reading them. Smart.
Billie Eilish has gone from being a pop star to a superstar over the course of about a year. Her meteoric rise to fame has forced her to reevaluate how she deals with her fans online.
She used to be happy to read the comments on her Instagram feed, but the tone of the posts has become exceedingly negative. So she's decided to stop reading them altogether.
According to psychologists, that's a very good idea.
Eilish admitted she quit reading the comments during an interview with Louise Minchin from the BBC where she was joined by her brother, writer and producer, Finneas.
"Do you still read everything that's on Instagram?" Minchin asked.
"No, no. I stopped like two days ago," Billie responded. "Literally two days ago. I've stopped reading comments fully. Because it was ruining my life. It's weird. The cooler the things you get to do are, the more people hate you. It's crazy."
"How do you make it better?" the interviewer asked.
"The internet is a bunch of trolls. And the problem is that a lot of it is really funny," Billie said.
"Everyone is much braver behind a cell phone screen than they would be if they walked down the street," Finneas added.
"It's way worse than it's ever been right now," Billie admitted.
"It's insane that I even have been reading comments up until this point. I should've stopped long ago, it's just the problem is I've always wanted to stay in touch with the fans and keep talking to them, and people have ruined that for me, and for them. That sucks," she added.
However, the negativity Billie has faced online hasn't affected how she treats her fans in public.
"If I see fans anywhere, I just want to talk to them and be around them, because they're people. They're me! They're like other me's," the "Bad Guy" singer said. "They're like friends of mine, but the internet is ruining my life, so I turned it off."
Reading the comments on social media shouldn't be a huge problem for those of us who post things that are only seen by people we know. But for anyone in the public spotlight, being bombarded by negative comments day in and day out can be damaging.
That's because of a psychological trait called negativity bias.
According to Psycom's Margaret Jaworski, "We're more likely to register an insult or negative event than we are to take in a compliment or recall details of a happy event. The negativity bias can even cause you to dwell on something negative even if something positive is equally or more present."
Research suggests that it takes three positive comments to cancel out the effects of one negative remark.
Billie Eilish is smart to protect her own sanity by staying out of the comment section and not allowing it to affect her art or life. It's fine for the public to have access to her art but there's no reason she should be handing over her sanity as well.