Ellen Langer

Harry Potter and the Relics of the Death blew up in the cinemas, recently, gaining much money in the ticket offices around of the world. This makes in them to think: She will be that a magical word exists, as the ones that Harry Potter uses, that I could use to increase my possibilities to convince somebody to make what I to want? Perhaps well, recent studies can answer our question. The following scene imagines. You are waiting in the line to fotocopiar some documents for its head (you simply do not hate to wait). How you would convince the people in its front to leave you to go first? Social psychologist Ellen Langer and its colleagues had tested this accurate scene in a social experiment in 1978.

They had tried to make phrases with its order in three ways: – I can use the machine of Xerox because I am with haste? – She forgives me, I have five pages. I can use the machine of Xerox? – She forgives me, I have five pages. I can use the machine of Xerox because I have that to make some copies? The first order (asked for together with the reason) had success with 94% of the people to be left to pass in the front of them in the line. As asked for it only had a tax of 60% success. Although it can be logical to conclude that the expression ' ' because I am with pressa' ' it was the reason for this difference in the success taxes, Langer showed that this was not the case. In the third order, it was used word ' ' porque' ' e, after that, reaffirmed the obvious one.

The third order had a tax of 93% success. The magical word is ' ' porque' '. The people simply like to have reasons for what they make and seem that the word ' ' porque' ' , she set in motion an automatic reply of ' ' objects of estudo' ' of Langer, exactly when it did not have no reason to agree to the request. You remember when you age child? Or perhaps, you have children in house? You perceive that the children, or until you yourselves when she was child, use the word constantly ' ' porque' '? Perhaps unconsciously the children are capable to perceive the power that the adults give word ' ' porque' '. Now that you have the key, go in front and try to unblock this fixed programming in the people! Perhaps some times the key does not function, but it does not discourage, it continues trying other methods of persuasion and you it will have success.