Reason-Respecting Tendency
We comply more readily when given reasons—even bad ones.
Key Principle
Evaluate reasons on merit, not merely their presence.
Understanding Reason-Respecting Tendency
Humans have a tendency to comply with requests more readily when they're accompanied by reasons—even when those reasons are weak or circular. The word "because" has almost magical power.
In one famous study, experimenters tried to cut in line at a copy machine. "May I use the copier?" worked 60% of the time. "May I use the copier because I need to make copies?" (a meaningless reason) worked 93%—almost as well as a real reason.
This has positive uses (explain your reasoning to get buy-in) and negative ones (people can be manipulated by the mere appearance of justification).
Real-World Examples
- Complying with requests simply because a reason was given.
- Accepting company policies because "that's our policy."
- Following instructions because "that's how it's done."
- Trusting explanations that restate the conclusion as a reason.
How to Apply This
Always give reasons, even for simple requests
Question whether stated reasons actually justify the conclusion
Look for circular reasoning ("We do X because we've always done X")
Provide genuine reasons to increase compliance and buy-in
Common Mistakes to Avoid
- Accepting circular or meaningless reasons
- Not questioning "because that's the policy"
- Providing weak reasons and expecting full compliance
- Confusing stated reasons with valid reasons
Notable Quotes
"The most important thing about a reason is that it exists, not that it is good."
— Robert Cialdini (paraphrased)