The word 'because' raised compliance from 60% to 94%. The reason did not matter.

Without an institution you cannot command, so every word has to earn its execution. Five substitutes that actually work: 🗝️

In 1978, a psychologist named Ellen Langer did this:

There is a library with a photocopier. People are standing in line waiting to use it.

A stranger comes and asks:

No reason:
"Excuse me, I have 5 pages. May I use the xerox machine?". 60% of people said "yes, go ahead."

Real reason:
"Excuse me, I have 5 pages. May I use the xerox machine BECAUSE I'm in a rush?". 94% said yes.

Fake / meaningless reason:
"Excuse me, I have 5 pages. May I use the xerox machine BECAUSE I have to make copies?". 93% said yes. Even though "because I have to make copies" is not a real reason - everyone in line has to make copies.

The point: The word BECAUSE itself made people comply. It wasn't the logic.

4 More to come.