The Psychology of Yes

It is easy to say you would never fall for a scam when you are looking at the situation from the outside. In the moment, though, things can feel much less obvious. A request may sound reasonable, the person may seem trustworthy, and saying no can feel awkward enough that you go along with something you would normally question.

Today's guest studies exactly why that happens. Vanessa Bohns is the Bronstein Family Professor and Chair of Organizational Behavior at Cornell University's ILR School. Her work focuses on social influence, compliance, and the pressure people feel to cooperate, even when they are uncomfortable with what they are being asked to do.

Vanessa shares several experiments that show just how strong that pressure can be. People agreed to write in library books and even handed over their unlocked phones. She explains why it can be tougher to refuse someone in person or over the phone. The conversation also covers a few simple ways to slow things down before making a decision.

Show Notes:

[01:00] Vanessa Bohns explains how she began studying influence and why people are more likely to say yes than expected.
[04:01] Small favors reveal how much people underestimate the power of a simple request.
[06:53] The library book experiment shows how awkwardness can outweigh clear ethical concerns.
[09:58] Why people are wired to cooperate and avoid the social discomfort of saying no.
[15:37] How scammers use a few believable details to make an unlikely story feel true.
[18:32] Why a small cue of authority can be more convincing than an elaborate explanation.
[22:29] Creating distance from a request gives you time to think and verify what is happening.
[25:31] Advance warning helps people make a more thoughtful decision instead of reacting automatically.
[29:46] Participants hand over their unlocked phones even when private search histories are at stake.
[33:16] Incentives and the fear of losing access can push people to break their own rules.
[34:24] Social pressure can be powerful even when there is no financial reward.
[37:49] A phishing email uses authority, urgency, and reciprocity to fool an influence expert.
[41:02] Firm personal rules can make it easier to resist pressure from salespeople and scammers.
[44:20] Asking for a request in writing reduces pressure and gives you time to process it.
[46:20] Why knowledge does not make anyone immune and scam victims deserve more grace.
[48:20] Helping a family member avoid another scam without blaming them for what already happened.
[49:20] Vanessa's final takeaway on slowing things down and preparing for the possibility that anyone can be fooled.

Thanks for joining us on Easy Prey. Be sure to subscribe to our podcast on iTunes and leave a nice review.

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