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Language And Influence .... Because |
Word Power
and the language of influence because ....
Please read on because there is
something I'd like to
share with you. Research on the word ‘because’
and the amazing power it has to increase acceptance for your message.
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| A 1977 Harvard study demonstrated the power
of ‘because’ in everyday real world conditions. The setting was a
campus library. Briefly, the researcher set out to test the effect language
by asking to jump ahead of the lineups at
a
photo copy machine. Approaching lineups on several occasions, the researcher
used three slightly different sentences to ask to go ahead of those already
in
line. |
- “Excuse me, I have five pages to copy.”
- “Excuse me, I have five pages, may I use
the machine because I have to make some copies.”
- “Excuse me, I have five pages, may I use
the machine because I'm in a hurry.”
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| The first sentence had a 68% success rate.
Compliance increased to 93% for the second sentence and was statistically the same
for the third at 94%. |
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Revealing, isn't it? |
The word ‘because’ seemed to be the
catalyst for compliance, whether a logical reason for the request was given
or not.
By implying that one thing is caused by another,
‘because’
makes it
easy to go along with a request
without questioning the logic. It adds credibility.
The word
seems to give us a plausible reason and perhaps out of politeness, we accept
it. |
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Try the following sentences and notice
your response to each. |
| “You do want to be
sure this is right the decision, so let's get together to review your plan.” |
| “Because you
do want to be sure this is the right decision, let's get together to review your plan.” |
| “Let's get together to review your plan
because you do want to be sure this is the right decision.” |
(For the client using an Option Filter*
you would probably want to replace ‘the right decision’
with ‘a good’ decision
and change ‘plan’ to ‘options.’)
*Meta Program in NLP jargon |
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Here's another set ... |
| “If you want to
enhance your communication skills, you may want to consider taking the fall training.” |
Good:
“Because you
want to enhance your communication skills, you may want to consider taking the fall training.” |
Better:
“You may want to consider taking the fall
training because you want to enhance your communication skills.”
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You can probably sense that it's best to have
a mutually desirable outcome when you consider using because to
increase compliance. |
Language has a powerful impact on our
perception of the world, overtly and covertly influencing both our
experience of events and how we respond.
The more you begin to choose the
words you use,
the more you can expand your ability to influence and move
people towards mutually satisfying outcomes. |
“Magic is hidden in the language we speak.”
Richard Bandler and John Grinder 1975 |
| Also see ...
And... |
Taming Your Not(s)
Language
newletter
For more Word Power visit our other site:
www.nlpbusinessresources.com
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