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Ivy League professor shares one word that makes people 30 percent more likely to be persuaded

This word helps turn actions into identities, which is the key to persuading others.

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Jonah Berger explains how appealing to someone's identity makes them more likely to agree to a request.

Everybody wants to see themselves in a positive light. That’s the key to understanding Jonah Berger’s simple tactic that makes people 30% more likely to do what you ask. Berger is a marketing professor at the Wharton School of the University of Pennsylvania and the bestselling author of “Magic Words: What to Say to Get Your Way.”

Berger explained the technique using a Stanford University study involving preschoolers. The researchers messed up a classroom and made two similar requests to groups of 5-year-olds to help clean up.

One group was asked, "Can you help clean?" The other was asked, “Can you be a helper and clean up?" The kids who were asked if they wanted to be a “helper” were 30% more likely to want to clean the classroom. The children weren’t interested in cleaning but wanted to be known as “helpers.”

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Berger calls the reframing of the question as turning actions into identities.

"It comes down to the difference between actions and identities. We all want to see ourselves as smart and competent and intelligent in a variety of different things,” Berger told Big Think. “But rather than describing someone as hardworking, describing them as a hard worker will make that trait seem more persistent and more likely to last. Rather than asking people to lead more, tell them, 'Can you be a leader?' Rather than asking them to innovate, can you ask them to 'Be an innovator'? By turning actions into identities, you can make people a lot more likely to engage in those desired actions.”

Berger says that learning to reframe requests to appeal to people’s identities will make you more persuasive.

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“Framing actions as opportunities to claim desired identities will make people more likely to do them,” Berger tells CNBC Make It. “If voting becomes an opportunity to show myself and others that I am a voter, I’m more likely to do it.”

This technique doesn’t just work because people want to see themselves in a positive light. It also works for the opposite. People also want to avoid seeing themselves being portrayed negatively.

“Cheating is bad, but being a cheater is worse. Losing is bad, being a loser is worse,” Berger says.

The same tactic can also be used to persuade ourselves to change our self-concept. Saying you like to cook is one thing, but calling yourself a chef is an identity. “I’m a runner. I’m a straight-A student. We tell little kids, ‘You don’t just read, you’re a reader,’” Berger says. “You do these things because that’s the identity you hold.”

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Berger’s work shows how important it is to hone our communication skills. By simply changing one word, we can get people to comply with our requests more effectively. But, as Berger says, words are magic and we have to use them skillfully. “We think individual words don’t really matter that much. That’s a mistake,” says Berger. “You could have excellent ideas, but excellent ideas aren’t necessarily going to get people to listen to you.”

This article originally appeared last year. It has since been updated.

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Joy

17 life hacks that are 'so good' people almost didn't want to share. But thankfully, they did.

Some tricks for winning arguments, stopping Karens, and finding your car keys.

via Canva/Photo

A man and woman flirting at a party.

Have you ever had a secret trick that you didn’t want to share with anyone? Some families have recipes they are sworn never to share with outsiders. Other folks have tricks they use at work that give them a competitive advantage that could be used against them if they let it out of the bag. Other people use secret techniques to be likable but fear being seen as manipulative if they share them.

Everyone has their own “secret sauce” that makes them unique. A couple of hundred of them were very kind and shared those secret life hacks on a recent social media post where someone asked, “What’s a life hack so good you almost don’t want to share it?” They received over 3500 responses, and we culled the best from them to make our readers’ lives easier.

The advice covers everything from how to win an argument to finding precious metals at your local second-hand store. The life hacks that are “so good” also include ways to prevent potentially aggravating people from getting in your face and the power of learning how to smile.



Here are 17 life hacks that are “so good” that people almost didn’t want to share them. (Thankfully, they did.)

1. That's where it goes

"If you look for something and it's not in the first place you look, THAT IS THE PLACE WHERE IT GOES. So when you find it, put it in the first place you looked for it."

2. How to argue (from a lawyer)

"When arguing about something, ask what their interests ('why' they want/don’t want something) are rather than their position. Usually, it’s easier to come to an agreement if you approach a conflict from this angle. Also, conceding a minor point during the argument 'you’re right about x' and 'I don’t disagree with y' tends to lessen the guard of your opposition and thus making it easier to get what you want out of them."

"I just saw something similar to this. If you and another person are arguing over who gets a lemon, you’ll eventually agree to just cut it in half. But if you ask why they want the lemon, you’ll find out one person wants to juice it and one person wants the skin for zest for a recipe, so each party can have 100% of what they want if they just take the time to see the 'why' of the other person."

"Whenever arguing with someone and it's going round and round trying to come up with a compromise, ask 'what does a solution look like to you?' Half the time they got no clue the other half is something you willing to compromise. It has cut down every single argument in my relationship."


3. How to stop a 'Karen' in their tracks

"I work as a receptionist, and my supervisor always asks me how our guests like me even if they are rude to other staff. My trick is when someone is checking in that looks like a typical Karen I always give them a compliment like 'where did you get your nails done? They are so pretty!' It usually works."

"I used be in maintenance for a huge school district. Whenever I was sent to a school where the office staff had a reputation for being cranky complainy crabby pants, I had a whole song and dance I'd run through when I got there. I'd walk into the office with a big smile, acting like the nicest person in the world, just a big dumb puppy who has no idea this is a "crabby admin" school. Then, when the timing is right, I'd let slip the casual comment of 'I really like coming to this school, everyone is so nice!' It's like a magic spell. The grumpuses always tried to live up to my unrealistic view of them, and were always at least reasonable, if not downright pleasant. It always felt like cheating, but really all I was doing was setting an example they wanted to follow."

4. Buy the same socks

"Find a pair of socks you really like. Buy like.... 40 pairs. Throw out your other socks. Now you can just grab any two socks and have a pair. Get a hole in one? Throw it out. You still have tons of others of the same."



5. The 3 hobbies rules

"I was thinking about what I need to be happy, and came to the conclusion that I need 3 hobbies: one creative, one physical, and one social. For social, I do board game nights weekly. This ensures I have something planned for the week to look forward to. For physical, I go to the gym, which, to be honest, I hate and have always hated, so I took up bouldering too. This is a great hobby because it can also be very social, and it's also just fun. And for creative, I dabble in things like drawing, knitting, and other needlework. I also throw in reading here too, because it can make you think and imagine. If you play D&D, this can also combine with social. I've been extremely happy since figuring out for myself. I've always had a list of hobbies I want to try, but this helps me organize them."

6. Learn how to smile

"A genuine looking— and I say looking because it doesn’t need to actually be genuine, smile. It will disarm people making them more comfortable around you, you’ll be more likely to get dates, you’ll be more likely to get jobs, you’ll be more likely to make friends, your dating profile will look better, your wedding pics will look better, hell your social media will look better. Learn how to smile. Look it up on YouTube."



7. The bathroom test

"Being in the restaurant business for over 20 years now, if you go into a restaurant and their bathrooms are dirty, then get out of there. It means most likely, of course, not always, that their kitchen is just as dirty. If the general manager doesn’t care about what the guests can see, he’s definitely not caring about what the guest can’t see and that gets you such a higher chance of food poisoning."

8. Wake up a little earlier

"Getting up consistently to start your day at a reasonable hour - regardless of intent to go anywhere or do anything - really does give you extra time in the week to get sh*t done."

9. How to make someone like you

"To get someone to like you, ask them two questions, then after the second one, validate their response. Repeat. That's it. It's alarmingly effective. Just ask them any question about something they seem like they might want to talk about. hobbies or job or whatever. if you dont know anything about them, ask about the best place they've traveled, or would like to go if they haven't traveled. then, whatever they say, just ask a follow-up question about it. Then whatever they say to that, just say something positive that supports their opinion. it can be as simple as 'that seems really cool' or something more specific that shows you've been listening and agree/support them."

10. Visualize your life

"Ask yourself what your ideal happy life would look like, and then isolate each aspect as an objective to work towards, always breaking down larger goals into smaller doable steps. Makes things seem less daunting and gives you feasable objectives to work towards."



11. Know the goal of the conversation

"Before entering any difficult conversation, conflict, apology, request, etc, you should know what your goal of the conversation for yourself is. What do you want the outcome to be? How do you want this interaction to end? How do you want both parties to be left feeling? Know this first, then practice running both sides in your head a few times. Crucially, this prepares you direct the conversation for the outcome you want, instead of just saying what you really want say. Know your goal, and you’re way more likely to reach it."

12. Thrift store jewelry

"Second-hand shops—check the jewelry because, funnily enough, the volunteers working there probably don't know much about gold. I make a fair good chunk of cash a year going through jewelry at thrift stores."

13. Bake bacon

"Piece of parchment paper over any type of pan. Bam, no mess. People boiling it in skillets on the stove are living in the stone age."



14. How to talk to new people

"When the conversation starts to die or needs a pick me up, ask what the people around you did that day. It sounds really simple, but not a lot of people get asked this question regularly, so it’s likely you’ll get a genuine answer and make the person feel like you’re interested and invested. This is my hack for work events, family you haven’t seen in ages, or a friend of a friend you just met and your mutual friend just left you two alone. I think it’s safe to assume it would be a good icebreaker on a first date as well."

15. Self-control through pain

"The only thing in control of your mind and body is you. Go stand out in the rain and fight the instinct to flee inside. Find your zen. Overcome your base instincts and then figure out how to apply them to the rest of your life. Hunger, anxiety, self-esteem issues, etc, all things to overcome, master, and control."

16. Easy investment

"Invest (a portion of ) every paycheck into an S&P 500 index fund. It’s easy, the fees are incredibly low (nobody seems to understand mutual funds that are not index charge a fee! and if you do it consistently you will end up with money. Proven through depressions, recessions, and large-scale wars. That is all."

17. Know their name

"When a customer service person (finally) answers the phone and says 'my name is [NAME], [something something] how can I help you?' I make a note of their name and say, "Hi [NAME], how's it going/how are you doing?" in a friendly, conversational tone before introducing myself & my issue. Customer service is a soulless job and involves dealing with a lot of belligerent people, so setting the tone and establishing a rapport by mentioning their names makes it a little more personal and tends to lead to better outcomes. Can probably expand this to all interactions, tbh."

This article originally appeared in January.
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Joy

Stop struggling with small talk by using the easy 'FLIP method'

This'll make your next party a lot easier.

via CottonbroStudio/Pexels

Three people having a polite chat at a party.

There are numerous reasons why some don’t like making small talk. There are those of us who don’t enjoy it because, usually, it means having to feign interest in boring topics. Others don’t like small talk because they get nervous around strangers and are either afraid they’ll say something that makes them look dumb or that there will be a lull in conversation that makes every second feel like a decade.

The problem is that small talk is a fantastic interpersonal skill that can significantly benefit your professional life and make it easier to build relationships. The good news is that Oliver N Mark, a Substack user, created an easy-to-use script called the FLIP method that makes it easy to have small talk with just about anyone. You just have to remember the acronym: FLIP.

What is the FLIP method?

Oliver N Mark says that instead of “freezing up and overthinking,” he can now start and “hold conversations without forcing anything.” Here’s the FLIP method explained:

F – From → Ask about their background (“You sound like you might be from the UK?”)

L – Location → Use the environment (“What brings you here?”)

I – Interests → Find common ground (“What’s something you could talk about for hours?”)

P – Personalise → Make them feel seen (“That’s a cool necklace; does it have a story?”)


From

Everyone is from somewhere, and people’s origins are a big part of their identity, so you'll never go wrong asking someone where they were born.

“You sound like you are from New York.”

“Are you from around here?”

“When did you move here, or were you always from Los Angeles?”

Location

Even if you just met someone, you both have something in common. You are in the same place. Use that to your advantage by asking some location-based questions.

“Do you come here often?”

“What do you think of the artwork at this place?”

“What brings you here?”



Interests

Everyone loves to talk about their hobbies, the things they follow, or they love to read about. When they start talking, be sure to practice active listening, as the conversation could take an entirely new direction at any moment.

“What could you talk about for days?”

“What’s the last book you’ve read?”

“What do you do in your spare time?”

Personalize

Everyone loves the unique feeling of being noticed. If you genuinely point out something unique about someone, they'll really appreciate the compliment.

“Those are some great-looking shoes. Where did you get them?”

“You have a soothing accent. Where are you from?”

“What’s the story behind your tattoo?”

Another popular method for making small talk, similar to Oliver N. Mark’s FLIP method, is the FORD method, which stands for Family, Occupation, Recreation, and Dreams.


How much should I listen versus talk in a conversation?

Also, it’s essential not to forget that one of the most important aspects of making great small talk is being a good listener. But how long should you listen versus talk? A 2016 study on sales calls published by Gong.io found that interactions in which the salesperson talked 43% of the time and listened 57% of the time had the highest sales yield. This is known as the 43:57 rule and is a great one to follow if you want to make a great impression on someone.

Mastering the art of small talk can be a massive game-changer for your personal and professional life. Hopefully, you will find that the FLIP and FORD methods help you have more relaxed, natural conversations. It’s a little tricky at first, but with a little practice, you should be able to turn small talk into meaningful conversations and joyful relationships.

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Mental Health

Stop struggling with small talk by using the simple 'FORD method'

This'll make your next party a lot easier.

via Gary Barnes/Pexels

Using the FORD method to make small talk.

There are many reasons why people are nervous about entering social situations where they have to make small talk, such as a work event, a party where they don’t know many people, or at school. Some people don’t enjoy small talk because they get frustrated talking about seemingly unimportant topics.

At the same time, others are shy and afraid they’ll say the wrong thing or run out of topics of conversation. Psychologists suggest those who are uncomfortable knowing what to say should use the FORD method. It’s an acronym that’s an easy way to remember four different topics of conversation that work with just about anyone.

According to Nicole Arzt, M.S., L.M.F.T at Social Self, FORD stands for Family, Occupation, Recreation and Dreams.

Family

Just about everyone has a family, so it’s a great way to ask someone to share some information about their personal lives without being too forward. Arzt suggests the following questions when making small talk:

Do you have any siblings?

How did you two meet? (if you are meeting a couple for the first time)

How old is your child?

How is your____ (sister, brother, mother, etc.) doing since ____ (event that happened?)

Occupation

Just like a family, almost everyone has a job. Or, if they do not, that can be an interesting topic as well. Here are some starter questions you can ask someone about their job.

What do you do for a living?

How do you like working at _____?

What’s your favorite part of your job?

What made you interested in becoming a _____?

Recreation

You can learn a lot about a person after knowing how they spend their free time. It’s also an excellent way to determine if someone is like-minded and shares the same interests. Here are some questions to get the ball rolling:

What do you like to do for fun?

Have you watched (or read) ______(popular show/book)?

What are you up to this weekend?

Dreams

Learning someone’s hope for the future can tell you much about who they are on a deeper level. They may have just told you about their current job or how they spend their time. But, ultimately, what do they wish to do with their lives? Here’s how to ask someone about their dreams.

Where do you hope to be working in the next few years?

Where would you like to travel?

What’s something you’d like to try in the future?

Would you ever consider trying _____ (particular hobby or activity)?

Arzt also notes that you shouldn’t just be an interviewer. You have to talk about yourself, too. In other words, you need a mutual take-and-give. “Pay attention to someone else's answers and think about how you can draw from your own experience to connect," she wrote.

Not sure how much to say during a conversation? Follow the 43:57 rule. A numbers guy at Gong.io analyzed over 25,000 sales calls with AI and found the perfect speaking-to-listening ratio. Sales soared when the salesperson talked 43% of the time and listened for 57%.

Even though this insight is from business calls, it applies to everyday social interactions. It's really about listening and making the other person feel special. After all, who doesn't love feeling heard and appreciated?


This article originally appeared last year.

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