I’ve decided to take a break from recommending other blogs for now (on a weekly basis, at least). Helpful hint to other bloggers out there: Take the time to recommend blogs you like from time to time. It helps turn this distant, virtual world into something much more like a real community.
Instead, I’d like to start a weekly series as a subcategory to the Guy Talk section of this blog called The Psychology of Sex. This isn’t about how to get mentally prepared in bed. This is about applying behavioral psychology and economics to meeting and attracting people who you want to meet and attract.
I’ve actually already talked this several times:
Today I’d like to talk about how to get someone to agree with you.
I’m reading Malcolm Gladwell’s fascinating book The Tipping Point. A couple days ago I read about a study that Gladwell discusses in detail regarding an experiment involving a group of people who were told that they test subjects for a telemarketing strategy.
The subjects were seated in little cubicles so they couldn’t see each other. In the cubicles, individuals found one of three instructions:
The pitch they listened to on their headphones was a person proposing that college tuitions should be raised. After listening, the subjects were asked if they had been convinced by the telemarketer’s proposal–they wrote down the number that they thought tuitions should be.
Perhaps you’ve guessed the results. The people who were told to nod while listening–basically forcing their body to do something that’s usually synonymous with agreement regardless of whether or not they actually agreed to what they were listening to–agreed that tuitions should be raised. The people who were told to shake their heads disagreed with the tuition hike and wanted lower tuitions, and the neutral group was okay with things staying the same.
These findings, although obvious as you read this, are pretty remarkable. They mean that our body’s subconscious actions impact the way we think. Our bodies tell our minds what to think.
How can you use this information? If you want someone to agree with you, get them to nod without realizing. The easiest way to do this is nod yourself. Just like yawning, nodding is contagious–if you start nodding while you talk, odds are the listener will too. Or, as crazy as this sounds, stand in front of something moving up and down. Like a plate-glass elevator. Better yet, bar owners, install neon lights on the walls that light upwards one by one and then downwards one by one. Put everyone in the bar in an agreeable mood.
Let me know if you get agreeable results by using this tactic.