How to trigger the "yes" response, part 5.

Part Five: The Rule Of Authority "Do it because I said so."

People are driven to be consistent in all areas of life and once a person makes a decision, takes a stand, or performs an action, he or she strives to make all future behavior match this past behavior.

This is a true story...

Decked

When bank customers approached the ATM, the "guard" smiled, looked them straight in the eyes, and asked, "Do you need to make a deposit or a withdrawal?"

No bank would ever allow a guard to conduct private transactions like this, but were people suspicious? Not a bit. Without hesitation, customer after customer handed over not only cash and checks, but also Social Security numbers, credit cards, account numbers, PIN codes - private information that in the wrong hands could leave them penniless.

In fact, out of 10 customers, only one showed any signs of hesitation. And even that customer eventually gave in.

In two hours, the reporter gained access to over $10,000 in check deposits and account balances. When the reporter revealed the deception and asked the flabbergasted victims why they so readily handed him money and private information, they all gave pretty much the same answer: "Because of the uniform. Because of the sign." In other words, "Because you looked authoritative."

The Rule of Authority

What? Am I saying that these people just handed over cash, checks and private information merely because a guy in an official-looking uniform asked them to? Yes. That is what I am saying.

This is one of the finest examples I have ever seen of the Rule of Authority - the principle that people are instantly deferential to those in positions of power. It is not just security guards and people in uniforms who command our obedience, though; it's anyone with authority, special knowledge. impressive credentials, or even an air of confidence.

And it is not just those with actual power to whom we kowtow, it is anyone with the "symbols" of authority. In other words, when someone appears to be authoritative, we act as if they are, regardless of their actual position.