Sorun birşeyi nasıl sunduğunuzdur

1981 yılında deneklere, Başkan Nixon hakkındaki, “Nixon sahtekar mıydı?” başlıklı bir makale okutuldu. Makale, Nixon’ın bir sahtekar olduğu tezini çürütüyordu. Denekler ise Nixon’ın bir sahtekar olduğuna inandı. Makalenin başlığındaki önerme, içeriğinden daha önemliydi.

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Ellen Langer tarafından gerçekleştirilen ünlü araştırmayı duymuşsunuzdur. Langer araştırmasında bir fotokopi makinesinin başında kuyruk olan üniversite öğrencileriyle gerçekleştirmişti.
Deneyi uygulayan elemanlardan biri, kuyruğun en başına giderek,“İzninizle önünüze geçebilir miyim? Çok acelem var da?” demişti. İnsanların %60’ı kişinin sıra beklemeden fotokopi makinesini kullanmasına ses çıkarmamıştı. Aynı kişi, “İzninizle önünüze geçebilir miyim? Çünkü, çok acil fotokopi çektirmem gerekiyor” dediğinde ise; insanların %95’i bu kişiye insanların önüne geçmesine izin verdi.


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