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Word Power - Language and Influence
The hidden power of ‛Because!’

Please read on because there is something I'd really like to share with you. Research on the word because and the amazing power it has to increase acceptance for your message.

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.

1.Excuse me, I have five pages to copy.

2. Excuse me, I have five pages, may I use the machine
     because I have to make some copies.

3. Excuse me, I have five pages, may I use the machine
     because I'm in a hurry.

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%.

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.

The word seems to give us a plausible reason and perhaps out of politeness, we accept it.

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.
Or
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 gooddecision and change plan to options.’)


Here's another set.

If you want to enhance your communication skills, you
  may want to consider taking the fall training.

Because you want to enhance your communication skills,
  you may want to consider taking the fall training.
Or
You may want to consider taking the fall training because
  you want to enhance your communication skills.

You can probably sense that it's best to have a mutually desirable outcome when you consider using because to increase compliance. 

Because 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

 

 

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