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Sometimes you make a request at work. Perhaps you ask a coworker, customer, client, or patient to do something. When are those people most likely to respond “Yes”?
Of course, there are some basic, common-sense answers to that question. For example, people are more likely to say yes to requests when they like the person making the request, or at least feel some connection to them. So be a nice, genuine person, and that is liable to go a long way in securing cooperation from others.
Besides liking, there are several conditions or techniques that psychologists have identified as influencing compliance with a request. Here are four of them:
1. The Reciprocity Principle
It’s ingrained in us that if someone does something for us, we should return the favor. Indeed, it has been shown that when we receive something from another person, we are more likely to comply with their subsequent request. It doesn’t even matter whether we wanted what was given to us.
Also, the “thing” given to us doesn’t have to be a tangible object. It could be an act of help or kindness, a compliment, an offer of something for the future, or a compromise in a negotiation. A request made immediately after providing something to the other person is more likely to prompt compliance.
2. The “Because” Clause
When making a request, be sure to include the word “because,” followed by some reason for your request. Research has shown that it really doesn’t matter what follows the word “because”; it’s that word that is the powerful factor (Langer et al., 1978). I imagine this works because people hear the word “because” and assume that you have a good reason to be asking for something, so they should comply.
3. Neutralizing Reactance
Humans are protective of their autonomy. So, when asked (and especially when told) to do something, there is a degree of natural resistance (a phenomenon psychologists call reactance). One way to help neutralize the effect of reactance is to remind the person that they don’t have to comply with what you’re asking from them.
So, when making your request, end it with something along the lines of “Of course you don’t have,” or “Of course you’re free to say no.” Obviously, this is an option only when the request you’re making is voluntary.
4. Social Proof
Sometimes referred to as the bandwagon effect, psychologists have determined that humans tend to follow in the footsteps of other people. So, if it can be shown that other people have behaved in a particular way, the individual is more likely to do the same if asked to. When making your request, try to cast it as something that other people have done (and the more people, the better).
In sales, this may amount to noting that the item they are considering purchasing is a popular choice among customers. If making a request to a coworker, if it is true that someone else has helped you out in the past, it might be worth mentioning. For example, “Would you mind covering by working two extra hours after your shift? Last time Jane covered when I needed help.”
Of course, these techniques of persuasion are not foolproof, as there is no way to guarantee 100 percent compliance with requests. However, the effects from these techniques are well established by research in psychology, so they are liable to slant the odds in your favor.
