“How do I love thee? Let me count the ways,” is a famous line from an Elizabeth Barrett Browning poem. Counting the reasons you love someone (or like a friend, enjoy your car, prefer a certain store, etc.) is only good advice if you don’t have to count too high. In fact, I’ll go so far as to say don’t have people count past one hand. Allow me to explain. I’ve been rereading Daniel Kahneman’s Thinking, Fast and Slow. If you want a great overview of how your subconscious and conscious minds work then you’ll want to pick up his book. He touches on our irrationality, similar to Dan Ariely’s work in Predictably Irrational, heuristics (click-whir responses) as mentioned by Robert Cialdini in his classic Influence Science and Practice, as well as many other concepts about how our minds work.As I’ve been reading I’m struck by the reality that our minds work in ways that are quite often opposite of what we might expect. For example, who would be more persuaded to buy a BMW? The person who is asked to list a dozen reasons BMWs are great cars or the person who is asked to list just three reasons? Most people would intuitively guess the person who lists a dozen reasons. After all, if you can come up with 12 reasons it must be a good car, especially when considered against just three reasons. Unfortunately you’d be wrong. In several different studies cited in Thinking, Fast and Slow, Kahneman clearly show people who are asked to generate fewer reasons are more persuaded than those who have to come up with many more. Why is this the case? If you can easily come up with three reasons you are probably pretty confident a BMW is an excellent car. However, if asked to come up with lots more, and you do so but struggle in the process, you start to wonder if the BMW is really as good as you think. The struggle allows doubt to creep in.This feature of thinking is common to all people. When we can quickly come up with a few reasons we are for gay marriage or against it, for a political candidate or against the candidate, for tax increases on the wealthy or against them, or for or against anything else, we will be even more confident that our position (for or against) is the correct decision. However, if asked to list many more reasons we might just wonder how strong our case really is.Pause to consider this if you happen to be in marketing or sales. Inundating people with reasons your product or service is the best might not work as well as hammering home three to five reasons because your prospective customer will probably easily recall two or three of those reasons. However, a laundry list of why your offer is so great will only work against you!There’s a saying, “Sometimes less is more,” and it’s certainly the case when you want someone to believe your product or service is the right one for him or her. By the same token, when it comes to love, “How do I love the? Let me count the ways,” will work much better if you save your loved one some time and energy and just ask them to tell you two or three things they love about you! Brian Ahearn, CMCT® Chief Influence Officer influencePEOPLE Helping You Learn to Hear “Yes”.
The Trustworthiness of an Inmate’s Face May Seal His Fate
The perceived trustworthiness of an inmate’s face may determine the severity of the sentence he receives, according to new research using photos and sentencing data for inmates in the state of Florida. The research, published in Psychological Science, a journal of the Association for Psychological Science, reveals that inmates whose faces were rated as low in trustworthiness by independent observers were more likely to have received the death sentence than inmates whose faces were perceived as more trustworthy, even when the inmates were later exonerated of the crime.
“The American justice system is built on the idea that it is blind to all but the objective facts, as exemplified by the great lengths we go to make sure that jurors enter the courts unbiased and are protected from outside influences during their service. Of course, this ideal does not always match reality,” say psychological scientists John Paul Wilson and Nicholas Rule of the University of Toronto, co-authors on the study.
“Here, we’ve shown that facial biases unfortunately leak into what should be the most reflective and careful decision that juries and judges can make — whether to execute someone.”
Previous research had documented a bias against faces perceived as untrustworthy, but much of the research had relied on study participants contemplating criminal verdicts hypothetically. Wilson and Rule were interested in knowing whether this bias extended beyond the lab to a very real, and consequential, decision: whether to sentence someone to life in prison or to death.
The researchers capitalized on the fact that the state of Florida maintains a comprehensive database of photos of all its inmates; Florida is also one of the states that still regularly delivers death sentences.
The researchers obtained photos of 371 male inmates on death row in Florida — 226 of the inmates were white, 145 were black, and all were convicted of first-degree murder. They converted the photos to gray scale to minimize any variations in the images and asked an online panel of 208 American adults to look at the photos and rate them on trustworthiness using a scale from 1 (not at all trustworthy) to 8 (very trustworthy). The raters also evaluated photos of age- and race-matched inmates who had also been convicted of first-degree murder but received a sentence of life in prison instead of death. Importantly, the raters did not know what sentence an inmate had received, or even that the photos depicted inmates.
Wilson and Rule found that inmates who had received the death sentence tended to be perceived as less trustworthy than those sentenced to life in prison; in fact, their analyses showed that the less trustworthy a face was deemed, the more likely it was that the inmate received the death sentence.
This association remained even after the researchers took various other factors — such as facial maturity, attractiveness, and the width-to-height ratio of the face — into account.
The researchers point out that the inmates in the two groups had committed crimes that were technically equally severe, and neither sentence would have allowed for the inmates to return to society — as such, the motivation to protect society could not explain the harsher punishment doled out to the less trustworthy looking individuals.
“Any effect of facial trustworthiness, then, seems like it would have to come from a premium in wanting to punish people who simply look less trustworthy,” they explain.
More striking, a follow-up study showed that the link between perceived trustworthiness and sentencing emerged even when participants rated photos of inmates who had been sentenced but who were actually innocent and were later exonerated.
“This finding shows that these effects aren’t just due to more odious criminals advertising their malice through their faces but, rather, suggests that these really are biases that might mislead people independent of any potential kernels of truth,” say Wilson and Rule.
The research ultimately shows just how powerful appearances can be in guiding judgment and decision making, influencing outcomes in situations that are literally a matter of life and death.
“In a few states, like Florida, it only takes a majority of jurors to sentence someone to death. In Alabama, judges even have the power to override juries that choose a life sentence by unilaterally replacing that sentence with the death penalty, which actually happens with some regularity,” the researchers note.
“We think it is critical that people know and understand that these biases exist, else they might not have the presence of mind to police their thoughts and overcome them,” they add. “Every jury-eligible citizen is subject to participating in the process of delivering justice to others, meaning that the majority of people have a stake in better understanding how peripheral information like facial appearance can bias their ability to perform their civic duty.”
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This research was funded by the Social Sciences and Humanities Research Council of Canada.
All data and materials have been made publicly available via Open Science Framework and can be accessed at https://osf.io/54skn/files/
Do Apes Laugh When Tickled?
Apes often make weird sounds when they’re tickled, and some researchers now say these pants and hoots truly are related to human laughter.
That’s the conclusion of a new study in the journal Current Biology that analyzed the “tickle-induced vocalizations” of infant and juvenile apes as well as human infants.
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