Research uncovers a trick that motivates people to change

A question that forces us to rethink things. What is it?

Change has never been easy, especially if we are unable to see the benefits of change. Since it is an individual and personal process, no one can change another person if that person does not want to change.

Just think of a parent who tries to change his child by imposing rules and forcing him to be the way he wants him to be. in many occasions they do not have any effectThe child will find a way to continue doing what he wants to do.

Change is something personal and depends on oneself.

The best way to change is when the person himself comes to visualize the negative consequences of his behavior, or when he is able to visualize the benefits. Therefore, coaching professionals are able to empower people in the process of change, so that they are aware of their own ability to achieve their goals and achieve positive and lasting changes in their lives, always through self-reflection.

Whether it's getting in shape or quitting a harmful habit like smoking, changing behavior can be difficult, changing behavior can be difficult.. Although there are many theories on how to motivate people to change, for example Prochaska and DiClemente's Transtheoretical Model of Change, one research seems to have found a way to motivate people to change. And it's simpler than you thought!

The perfect question to change

A study published in the Journal of Consumer Psychology, claims that asking the perfect question can be enough to trigger change in a person. The researchers showed that a question that does not give the possibility of expressing the reasons why accelerates the readiness of a person to carry out the change..

This predisposition to change as a consequence of this type of question has been coined by the authors of the study as the "question-behavior effect". To exemplify this, instead of telling and trying to explain to someone that they should invest in their retirement. The researchers' theory proposes asking, "Are you going to put money away for retirement?"

This question is a reminder that it is necessary to invest in retirement because otherwise in the future one may regret it, but, in addition, it causes discomfort to someone who is not saving for retirement. In cases where the person is not engaging in healthy behavior, this type of question is really powerful..

Questions are a powerful weapon for change

Questions can be powerful weapons for change. In fact, in Socrates' time, he already helped his disciples learn by asking them powerful questions that provoked their self-reflection. What is known as the art of maieutics.

This technique consists of asking a person questions until he or she discovers concepts that were latent or hidden in his or her mind.. Through this dialogue, the person is invited to discover the answers on his or her own, and it is key to personal development. In coaching, this technique is called "Socratic method" or "Socratic questions".

In fact, the coach can work on many techniques or methods to improve performance, mood, attitudes, behaviors, motivations, etc., all of these being superficial aspects of real change. To be able to speak of true change, it is necessary to work with people's perceptions, their way of interpreting the world.

When people manage to modify these perceptions, and as a consequence their behaviors, is when change really happens. Powerful questions can be a way of questioning one's own schemas..

How powerful questions work

The researchers who conducted the study found that questioning things effectively leads to significant and consistent behavior change. The results confirmed that direct confirmed that direct questioning influenced people to cheat less and effect lasting change..

The key lies in Cognitive Dissonance

According to the authors, the key is to ask questions that force a choice between a definite "yes" or "no". It is interesting to know that researchers found that these questions were more effective when administered by computer or in a paper survey.. It is possible that the reason why this occurs is "Cognitive Dissonance".

Cognitive Dissonance Theory suggests that people have an inner need to ensure that their beliefs, attitudes and behavior are consistent with each other. When there is inconsistency between these, conflict leads to disharmony, something people strive to avoid. This disharmony or displeasure can lead to an attempt to change behavior or to defend their beliefs or attitudes (even going as far as self-deception) in order to reduce the discomfort they produce.

To learn more about this interesting theory, we invite you to read this article: "Cognitive dissonance: the theory that explains self-deception".

The answers "yes" or "no", do not give the possibility to clarify the answer.

But of course, because the questions are presented in a "yes" or "no" answer on the computer or in pen and paper format, it does not give you the possibility to clarify your answer. For example, if you are asked if you are already training to get in shape and you answer "no", you don't have the possibility to justify yourself by saying "I couldn't start this week, I'll start next week".

Conclusion

In summary, this study seems to indicate that questions that gave a "yes" or "no" answer in paper or computer format could be a powerful weapon for change because they do not give the possibility of explaining the reasons why things are being done wrong.. The discomfort it would provoke would be enough to bring about change.

Even so, it should not be forgotten that these conclusions are from a single study, and, therefore, science will have to continue investigating to find out if these results are also shown in future research.