Social Engineering Blogs

An Aggregator for Blogs About Social Engineering and Related Fields

No Pain, No Gain – A Sports and Persuasion Motivator

It’s almost August and football season is right around the corner. All across the country football coaches from Pee Wee leagues up through the NFL are exhorting players to push themselves to be the best they can be. Many will go through grueling workouts; some enduring “two-a-days” and a familiar cry from coaches will be “No pain, no gain!”I remember my high school football coach repeating that phrase many times during my three years of varsity football. The meaning was simple – sacrifice now and reap the rewards later. Lifting weights, running wind sprints, repeating drills, and long practices in the hot summer sun would all be worth it when we achieved victory on Friday nights under the lights in front of our parents, friends and community. In persuasion, “no pain, no gain” has a different meaning but can lead to success just as is did on the gridiron. When trying to influence others it’s good to know this simple concept – people are more motivated by what they stand to lose (pain) versus what they might gain. This is a form of scarcity. The late Amos Tversky, a cognitive and mathematical psychologist, and Daniel Kahneman, a psychologist, studied this phenomenon of human behavior. In fact, Kahneman won the noble prize for his work in this area in 2002.Here’s what Tversky and Kahneman learned – people experience the pain of loss anywhere from 2.0-2.5 times more than the joy of gaining the same thing. So imagine you find $100 bill on the way to your car after work. You’re elated! You drive home with a broad smile, feeling great about your good fortune. You pull into the driveway and walk into your home with extra spring in your step. As soon as you see someone you begin to tell him or her about your good fortune. You reach into your pocket to pull out the big bill…and it’s gone! How do you feel at that moment? Odds are you feel much worse than however good you felt when you found it. And here’s your litmus test; you left the house in a good mood without a $100 bill, got home without the $100 bill, but now you feel bad…really bad!Why is this important to know? Sometimes you have a choice about how you’ll frame a request – highlight the gain or highlight the loss – and that small decision could be the difference between a “Yes!” or “No!” quite often.In one study of homeowners by the University of California, people were given energy saving ideas. One group was told if they implemented the recommendations they would save an average of $180 on their electric bill over the next 12 months. Another group was told they would lose $180 during the next 12 months if they didn’t adopt the recommendations because they would overpay on their electric bill.It’s the same $180 but when the group that was told they would lose heard this, 150% more decided to implement the energy saving recommendations. That’s a pretty significant difference just by changing the way information was presented. It costs no more to say it either way but the end result was huge.What does this mean for you? Next time you present to someone think about how you might highlight potential loss instead of what someone might gain. For example, if you’re in financial services encouraging someone to save a bit more could make a huge difference in their retirement.Gain Approach – Bob, if you can find a way to set aside 1% more of your income that could mean an additional $250,000 by the time you retire.Loss Approach – Bob, if you can’t find a way to set aside 1% more of your income that could mean losing $250,000 by the time you retire!The financial rep employing the loss approach will be more successful over the long run and clients will appreciate the advice when they hit retirement because they’ll have much more in their bank accounts.I’m not encouraging you to be a negative Nellie but I am encouraging you to use language that scientific research has proven will be more effective in helping you hear “Yes!” That’s what this blog is all about – making small changes in your persuasion approach with people in order to generate big differences.Brian Ahearn, CMCT® Chief Influence Officer influencePEOPLE Helping You Learn to Hear “Yes”.

Cherry Trees & Honesty

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Courtesy of StockVault

How do we get our children to have moral integrity and tell the truth, at least when it really matters?  Most of us have a hard time telling the truth ourselves, let alone teaching a child the intricacies of truth telling and the importance of  being honest.

Kang Lee, a professor of human development and applied psychology at the University of Toronto, has been studying this subject for years.  He notes, “Talking to kids about the moral importance of honesty and the moral negativity of lying has no impact on kids’ tendency to tell the truth.“

Lee and his colleagues understand that the developing mind of children along with their imagination leads them to tell very interesting and fantastical stories.  However, the researchers studied not only the kinds of behaviors that teach children how to lie but also if young children, who know how to lie, can tell when others are lying and how this affects their ability to learn about morality.

One of their decade long studies, published in the journal Psychological Science, tested whether children could effectively learn about honesty from childhood stories that had morals at the end such as Pinocchio or George Washington and the cherry tree.

They studied children ages 3 to 7 years old and asked them to identify familiar toy sounds such as a dog bark.  They then played a sound that was harder to identify and told the children they had to step out of the room for a moment. The child of course was told not to peek at the toy.

When the scientist returned she covered up the toy and had the child turn around.  She then read one of three childhood tales (George Washington and the Cherry tree, Pinocchio, or the Boy Who Cried Wolf. A control group heard “The Tortoise and the Hare”, which has no moral ending.

The children were then asked if they peeked at the toy while the researcher was gone. About 90% of 3-year-olds peeked. More than 60% of 7-year-olds did, too. Overall, 65% lied about peeking.

Surprisingly, however, those who heard the George Washington tale only lied about half the time, a significant improvement over the other groups. Those who heard “Pinocchio” and “The Boy Who Cried Wolf” were just as likely to lie as those in the control group.

The researchers speculate that the children were responding to the positive benefits of telling the truth rather than the negative consequences of getting caught lying.

Some words of wisdom from the researchers into embedding morality into your children.

1.  Model Honesty –  Admit when you made a mistake instead of scapegoating it. Instead of listing all the things you had to do before work, which “made” you late, say “I should have gotten up earlier.”

2. Reward honesty don’t punish it. Say a child/teenager gets a bad grade – address how they can go about improving their grade and what kind of help they might  need. But if a child/teenager lies about getting a bad grade then punish the lie not the grade (after all they could have been trying their hardest).

Every Human Society Teaches its People This

Marcel Mauss, the late French Sociologist, wrote a book called The Gift. He asserted that gifts are never truly free because reciprocity dictates that people return the favor by doing something for the gift giver. He went so far as to say every human society raises its people in the way of reciprocity.I’m on the Westerville Education Foundation(WEF), a non-profit board that raises money for the Westerville schools when budgets fall short or where budgets may not cover certain expenses. I was persuaded to join the board by two State Auto colleagues who had been through my Principles of Persuasion workshop years ago.A few weeks ago I was manning the WEF booth during a Fourth Friday event, a summer event in which residents pack uptown Westerville for food, drink, and music while vendors display their wares. One way the WEF tries to grab people’s attention is by using a game kids can play and win prizes. While the children play we hand out literature to their moms and dads and quickly tell them what we do.As I volunteered I couldn’t help but notice something that happened in nearly every instance after a child won a prize. One of the parents would inevitably say to their child, “What do you say?” Upon hearing that every child turned to us and said, “Thank you,” before leaving with their prize.That simple act was repeated so often it made me think about Marcel Mauss and his belief that every human society teaches its people to respond to the act of giving. The principle of influence known as reciprocity says we feel obligated to give back to those who’ve first given to us. This is where the phrase “much obliged” comes from. It is a simple acknowledgment that once somebody has done something for us we feel obligated to do something for him or her at some point in the future.As parents teach their children to respond to acts of kindness and gifts with a “thank you” they are conditioning their kids to reciprocate. As the children grow up they learn more sophisticated ways to repay the favor. Eventually acts of kindness are met with thank you letters, thank you cards and return gifts.The key to utilizing reciprocity is to be the first to act, the first to give. Once you’ve given something to another person the principle is set in motion and they feel somewhat indebted to you. If you wait for someone to do something for you, then you’ll be the one in debt.You don’t need a budget to ethically engage reciprocity. Simple acts of kindness trigger the principle. When someone feels what you’ve done for them is genuinely in their best interest – as opposed to an act of giving simply to curry a favor – they’ll want to freely reciprocate most of the time. If you want to become a master persuader then start looking for ways to become a giver. It becomes much easier as you begin to change your thinking from “who can help me?” to “whom can I genuinely help?” Opportunities to give and help are always abundant so take stock in who you are, your resources, talents, etc., and begin looking for ways to use those to benefit others. Don’t be afraid of losing anything in the process because as the late Zig Ziglar famously told audiences for decades, “You can get everything you want in life if you’ll just help enough other people get what they want.” Zig was 100% correct because the more people you help, the more people will want to help you when you need it.Brian Ahearn, CMCT® Chief Influence Officer influencePEOPLE Helping You Learn to Hear “Yes”.