A panhandler approaches you on the street and asks: “Would you have some coins for a bus ticket, please?” he asks. But in this case, the person is not a panhandler. He is a PhD.
As part of a French study, researchers wanted to know if they could change how much money people gave to a total stranger using just a few specially encoded words. They discovered a technique so simple and effective it doubled how much people gave.
The phrase has been shown to not only increase how much bus fare people give, but was also effective in boosting charitable donations and participation in voluntary surveys. In fact, a recent analysis of 42 studies involving over 22,000 participants concluded that these few words, placed at the end of a request, are a highly effective way to gain compliance, doubling the likelihood of people saying “yes.”
What were the magic words the researchers discovered? The phrase, “BUT YOU ARE FREE TO ACCEPT OR REFUSE."
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