| The "Because" Request | | | | the copy machine because I am in a rush?" Her results |
| Here's an awkward situation that helps demonstrate a | | | | were 94% compliance. When Langer asked another |
| key element of human behavior: | | | | group of people the following question without a |
| A few years ago, I had lunch with some friends at a | | | | reason, she only received 60% compliance, "Excuse |
| micro-brewery near the beach. After receiving our | | | | me, I have five pages. May I use the copy machine?" |
| entrees, my friend Joel asked me, "Steve, do you mind | | | | But the real magic of her study was when she made |
| if I have a taste of your sandwich?" | | | | a third request for a favor using the word "because" |
| I thought about that request for a while and then | | | | and then adding nothing new, but merely restating the |
| replied, "Actually, I do mind. Why don't you just eat your | | | | obvious by saying, "Excuse me, I have five pages. May |
| own food and I'll eat mine. You can order this sandwich | | | | I use the copy machine because I have to make |
| for yourself the next time we're here, okay?" | | | | copies?" With this third request, she surprisingly |
| Joel was really offended that I didn't comply with his | | | | received 93% compliance. |
| request. But I didn't feel like he gave my any real | | | | Her conclusion was that the single word "because" |
| reason to abide and didn't want to share my delicious | | | | triggers an automatic compliance response in people. It |
| sandwich with anyone. And besides, guys don't usually | | | | satisfies the basic human need for reasons even |
| share! | | | | when the word "because" is not followed by a real |
| Here's the point that this little sandwich episode | | | | reason or new information. |
| illustrates: | | | | While this study did not claim to control 100% of how |
| A well-known principle of human behavior says that if | | | | human beings react to the lone trigger word "because," |
| you ask someone to do a favor you will have more | | | | it is still remarkable how often it actually does work all |
| success by providing a reason. Harvard social | | | | by itself. |
| psychologist Ellen Langer (1978) conducted an | | | | The Bottom Line |
| experiment based on this principle and uncovered the | | | | When making small requests or favors of another |
| unique power of the word "because." | | | | person, make sure that you begin in a polite or friendly |
| What Langer did was ask a small favor of people | | | | way, use the trigger word "because," and follow it up |
| waiting in line to use a copy machine at the library. As | | | | with a real reason of universal value in order to get |
| part of her three part study, she asked the first group | | | | them to comply. |
| of people, "Excuse me, I have five pages. May I use | | | | |
