Why do we act irrationally

It turns out that the word "because" helps us to manage their own behavior and influence of others. What is more surprising, the reason that we explain their own actions, should not be logical and rational - it just has to be.

It was 1977. Harvard psychologist Ellen Langer (Ellen Langer), along with his research team collected an experiment which turned out to be completely changed our understanding of human behavior. It all started with the fact that Langer asked his assistants to go into place in front of unsuspecting people at the copier in the library.

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And here's how the experiment was conducted. The researcher noticed the library in person, who had been waiting for their turn to use a photocopier, and came closer to get in front of him out of turn. In this case, the investigator asked him one of three issues:

• Option number 1 (just asking): "Sorry, I've got 5 pages. May I use the Xerox machine? "
• Option number 2 (please explaining the real reason): "Sorry, I've got 5 pages. Can I use the Xerox machine? However, in a hurry. "
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• Variant № 3 (request to cause fetched): "Sorry, I've got 5 pages. Can I use the Xerox machine? You need to make copies. "

You probably noticed that option number 3 does not make any sense. The need to make copies - rather dubious reason to jump the queue. After all, who is at the copier, you need to make copies. In this phrase there is no new information, but the experimenter uses it to somehow justify their behavior.

Surprisingly, this is far-fetched reason showed good results. Following data analysis, scientists have discovered the following:

• Variant № 1: 60% people passed experimenter queue.
• Variant № 2: 94% people passed experimenter queue.
• Variant № 3: 93% people passed experimenter queue.

The study became known due to the fact that the opened one of the most powerful incentives that we use to control the behavior of people - the word "because". Langer's work proves that as long as we continue to justify their behavior for any reason ( "I do this because ..."), even if it does not make sense, we will continue to do the same.

According to one well-known principle of human behavior, when we ask someone to do us a favor, we will do better, if you call the cause. People like to have reasons for what they do.

Robert Cialdini (Robert Cialdini), author of "The Psychology of Influence"

Why do we do what we do

Last year, a psychologist and business coach James Clear (James Clear) held its annual workshop on habits. In previous speeches, as in this case, he would often say something like, "Oh, I spend only one workshop per year, because people tend to think about new habits Only at the beginning of the year. "

After the report has begun dialogue with the participants. One of the first messages that received Clergy, was as follows: "The proposal may be that a workshop should be performed twice a year?" These comments come from several other parties. It turned out that people want to do their own habits, not just once a year. Attend a seminar a couple of times during the year - a good way to get motivated and get back to their plans, if something suddenly went wrong.

After receiving such feedback, Clear more time to think things through and realized that there is a logic. Nevertheless, a few years before that, he spent one workshop per year and justified his behavior senseless cause. And what is even more amazing, he never even thought of yet another embodiment. Just because he had a reason, if not the nicest.

I would venture to suggest that we often do so in many different areas of life.

• Fitness. What are the excuses you come up with yourself, to explain why not exercising regularly?
• Writing. For whatever reason, you do not write every day?
• Business. What is stopping you to go to the next level?

The reasons that we use to guide their behavior - it's just a fairy tale that we tell ourselves. Sometimes it is accurate and true stories. We all have a reason to explain why now is not the right time for the bold step. That's why we go back to old habits, which we assure ourselves, are important for us. And yes, we all have to justify. However, we often fail to realize that our behavior can easily be caused by irrational reasons and not just logic.

Finally

Langer of studies we can learn two valuable lessons.

1. If you are going to ask for something the other person's use of the word "because" Give a man a reason why he should help you with your request.
2. We use reason - as the logical and irrational - to justify their own behavior.

Keep this in mind. Critically evaluate the reasons that follow in their lives. You may be surprised how many different stories tell yourself.