Why asking is easier than you think
Cornell psychologist Vanessa Bohns has spent years studying why people don’t
ask for what they need. Her research reveals a consistent pattern:
we dramatically underestimate how likely others are to say yes.
In a series of experiments, Bohns and Francis Flynn asked participants to
predict how many strangers they’d need to approach before someone agreed to
help them. Then they sent them out to actually ask.
50%how much people underestimate compliance rates
2xmore likely to get a “yes” than predicted
3average asks needed vs. 10 predicted
The gap was consistent across contexts—asking strangers to fill out a survey,
borrow a cell phone, or escort someone to a building. People expected to need
10 asks to get 3 yeses. They actually needed 3.
“People fail to appreciate the discomfort that would be associated with
saying ‘no’ to a direct request, and so they underestimate the likelihood
of compliance.”
— Vanessa Bohns, Journal of Experimental Social Psychology, 2010
Here’s the twist: when you ask directly, the other person feels social pressure
to comply. Saying no feels rude to them. Your server wants to say yes.
Your friends want to pay for their own food. The discomfort you’re imagining
largely exists only in your head.
Sources: Bohns, Current Directions in Psychological Science, 2016;
Flynn & Lake, Journal of Personality and Social Psychology, 2008