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.
Men try to read the most disturbing comments women get online back to them.
If you wouldn't say it to their faces, don't type it.
This isn’t comfortable to talk about.
Trigger warning for discussion of sexual assault and violence.
in 2016, a video by Just Not Sports took two prominent female sportswriters and had regular guys* read the awful abuse they receive online aloud.
Sportswriters Sarah Spain and Julie DiCaro sat by as men read some of the most vile tweets they receive on a daily basis. See how long you can last watching it.
*(Note: The men reading them did not write these comments; they're just being helpful volunteers to prove a point.)
It starts out kind of jokey but eventually devolves into messages like this:
Awful.
All images and GIFs from Just Not Sports/YouTube.
These types of messages come in response to one thing: The women were doing their jobs.
Those wishes that DiCaro would die by hockey stick and get raped? Those were the result of her simply reporting on the National Hockey League's most disturbing ordeal: the Patrick Kane rape case, in which one of the league's top players was accused of rape.
DiCaro wasn't writing opinion pieces. She was simply reporting things like what the police said, statements from lawyers, and just general everyday work reporters do. In response, she received a deluge of death threats. Her male colleagues didn't receive nearly the same amount of abuse.
It got to the point where she and her employer thought it best for her to stay home for a day or two for her own physical safety.
The men in the video seemed absolutely shocked that real live human beings would attack someone simply for doing their job.
Not saying it.
All images and GIFs from Just Not Sports/YouTube.
Most found themselves speechless or, at very least, struggling to read the words being presented.
It evoked shame and sympathy.
All images and GIFs from Just Not Sports/YouTube.
Think this is all just anecdotal? There's evidence to the contrary.
The Guardian did a study to find out how bad this problem really is. They combed through more than 70 million comments that have been posted on their site since 2006 and counted the number of comments that violated their comment policy and were blocked.
The stats were staggering.
From their comprehensive and disturbing article:
If you can’t say it to their face... don’t type it.
All images and GIFs from Just Not Sports/YouTube.
So, what can people do about this kind of harassment once they know it exists?
There are no easy answers. But the more people who know this behavior exists, the more people there will be to tell others it's not OK to talk to anyone like that.
Watch the whole video below:
This article originally appeared nine years ago.