The art of persuasion is a delicate technique with lots of wordplays. Not everybody can convince anyone to do as they want. People who know these words can definitely make you do their bidding when they want. This can be classified as manipulation so beware of the people who use these words frequently...
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‘You’ll probably refuse but…’
Dr Nicolas Guéguen, professor of social psychology and cognitive sciences at the University of South Brittany, published a study in 2016. He conducted a series of tests to find out how best we can influence the people around us. As a result, it was observed that certain sentences and phrases, can more likely convince your audience to follow you against all odds.
Dr Guéguen did an experiment where he approached strangers on street and asked them:
You're probably interested in organizations for kids with health issues. I wonder if you could help us by donating
This trial generated only a 25% positive response. However, when he changed his phrasing to: ‘you’ll probably refuse but…’ the positive response observed was a staggering 39%.
The art of persuasion
According to behavioural scientists, this marked increase in the willingness of the individuals surveyed is based on a common theory in the field of psychology: reactance. It is quite simply a psychological defence mechanism implemented by an individual who tries to maintain their freedom of action when they feel threatened.
Using potentially negative phrasing is effective because these words give people a way out, making them feel like they are acting on their own and that they are in control of their decision.
This article is translated from Gentside FR.
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