For years, we've all known that if we smile at people we have a really good chance of getting a smile in return. A pleasant greeting generally brings a pleasant response because it is true that what we send out, we get back. Along these lines, a most interesting experiment was conducted. It wasn't by B. F. Skinner, the Yale University psychologist who made the whole idea of reinforcement famous, but this time the tables were turned and one of his classes decided to experiment on him. The class divided itself roughly in two, and on one side of the class all the students smiled pleasantly while Skinner was talking. The other side was frowning and scowling. Gradually, Skinner started speaking primarily to the smiling side, and by the end of the lecture he was talking only to the part of the class that was smiling back at him. The underlying message here is that all of us need encouragement, and when we get that encouragement from a particular individual, book or company, we are inclined to go back time and time again. We trade in shops and deal with doctors and attorneys whose personnel treat us pleasantly and with efficiency. As you think about this, it really starts with what you send out, doesn't it? So if you make certain you send out the "good stuff," you are far more likely to get a pleasant, favorable response or return from the other individual.
No comments:
Post a Comment