“Working with Eric was a pleasure. We developed a good rapport and established a level of honesty and trust. I valued his counsel and recommendations. I find Eric to be very competent in a variety of disciplines. He is able to correctly diagnose organizational problems and suggest solutions that are on point. I found Eric to be a professional with the highest levels of honesty, integrity, and ethical behavior. I would not hesitate to engage his services again in the future.”
Kathy Lueckert,
former Corporate Services Director,
Department of Planning and Development,
City of Seattle
(Kathy is now Director of Planning and Finance for Advocacy and Communications at World Vision.)
“I've worked closely with Eric on developing and presenting the Leadership Eastside community leadership program. He has that rare blend of extensive real-world experience along with a very strong background in theory and research. He moves easily between big picture strategy and the tactical details. Eric brings a superb ability to plan, execute and follow-through, both as a behind-the-scenes planner and as an upfront instructor and facilitator.”
Annalee Luhman,
founding board member,
Leadership Eastside
Conflict and change: The blog
4 February 2009
Power of an explanation
What’s one of the easiest and most effective ways to influence someone?
Make sure your request includes the word “because.”
A classic study by social psychologist Ellen Langer illustrates that people are far more likely to comply with a request if it includes a phrase that begins with “because” and includes an explanation.
People are more likely to do things when they have been given a reason. They like to know why something needs to be done now, how what they do fits into the bigger picture, and they just plain want to be treated with respect.
Explaining the situation or rationale to someone is a good way to show someone respect. And, being the kind of person who shows people respect increases your influence. People are more likely to be influenced by people who respect them.
In addition to explaining a request after it’s made, try giving an explanation before the request. Lay out the situation for them. People really appreciate being briefed this way.
Another benefit of giving an explanation is that the person has information that helps them figure out how to make sure the effort achieves results. They know why they are doing something and will be able to adjust and innovate as needed to achieve the results.
So, giving people an explanation increases the chances they’ll do what you ask and helps them feel respected. It gets things done, improves relationships, and increases your influence.
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