One Word that Enhances Cooperation by 57%

Harvard Psychologist, Ellen Langer discovered a surprising way to gain cooperation.   In her study, researchers would interrupt someone making photocopies; asking if they could make their copies first.   Only 60% of machine users would comply.   Next, researchers would interrupt another user, this time adding a phrase beginning with the word, “Because…”   Apparently, it didn’t matter what came after the word.   Even saying, “Because I’m in a hurry,” resulted in 95% compliance – a 57% increase!   The lesson – anytime you’re asking a customer, co-worker, or family member to do something, remember to add, “because…” and you’ll gain greater cooperation.   Not bad for remembering a single word!

Was this helpful?   For additional information on this topic:  Influence and Persuasion Skills 

You’ll find more of Jeff’s Trusted Advisor Customer Service tips or subscribe to receive a new Business Building Tip every two weeks and stay up to date on all our upcoming events.

Curious about Jeff’s training resources?  Click on Shop for details.  If you’re interested in a customized presentation for your organization contact Jeff at [email protected]

Jeff Mowatt is a customer service speaker, customer service trainer, award-winning speaker, and best selling author. To inquire about engaging Jeff for your team visit www.JeffMowatt.com