29/10/2025
Ever noticed how one tiny word can make people say “yes” more often?
Back in 1978, Harvard psychologist Ellen Langer ran a fascinating little experiment. Students tried to cut in line for a photocopier using three versions of the same request:
“Excuse me, I have 5 pages. May I use the Xerox machine?”
✅ 60% said yes.
“Excuse me, I have 5 pages. May I use the Xerox machine, because I’m in a rush?”
✅ 94% said yes.
“Excuse me, I have 5 pages. May I use the Xerox machine, because I have to make copies?”
✅ 93% said yes.
That last reason doesn’t make sense — everyone in line was there to make copies.
But it still worked almost as well as the real excuse.
Why?
Because our brains love shortcuts.
When we hear “because”, we stop analysing and start cooperating.
A favour + a reason = permission granted.
Here’s the catch though: it only works for small requests, the kind that don’t require much effort or risk.
For bigger decisions (buying, committing, investing), people need genuine reasons, not just clever wording.
Still, it’s a powerful reminder in sales, leadership, therapy, and everyday communication:
People respond not just to what we say, but to how we say it.
Next time you ask for something (an email reply, a meeting, or even a small favour) try adding a reason.
It doesn’t have to be perfect. It just has to be there.
Try it this week and tell me how it goes… because I’d love to hear your results!
