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{{a| | {{a|devil|[[File:Coronavirus emoji.jpg|450px|thumb|center|Step this way, madam]]}}It doesn’t take much time listening to Dale Carnegie, Robert Cialdini or or Rory Sutherland to grasp that ''how'' you say something can be be just as important as ''what'' you say. This is hardly news: {{br|How to Win Friends and Influence People}} was published 85 years ago. | ||
[[File:Coronavirus emoji.jpg|450px|thumb|center|Step this way, madam]] | |||
}}It doesn’t take much time listening to Dale Carnegie, Robert Cialdini or or Rory Sutherland to grasp that ''how'' you say something can be be just as important as ''what'' you say. This is hardly news: {{br|How to Win Friends and Influence People}} was published 85 years ago. | |||
But nor does it take much time reading modern commercial contracts to see that they proven stoutly resistant to its charms. Legal drafting is habitually fastidious, over-particularised and ''logical'' at the expense of being what Sutherland calls ''psycho''-logical. | But nor does it take much time reading modern commercial contracts to see that they proven stoutly resistant to its charms. Legal drafting is habitually fastidious, over-particularised and ''logical'' at the expense of being what Sutherland calls ''psycho''-logical. | ||
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This has all the advantages of of the the example above: it assumes compliance, imposes no condition on entry, and and allows the customer to make her own decision It also phrases its command as a negative, thereby not compelling the customer to take a single mandatory action, but rather ruling out just one course of action, but allowing the multitude of all other non-mutually exclusive possibilities. This way the customer feels maximally empowered, maximally welcomed into the shop and minimally commanded, whilst getting exactly the same message. | This has all the advantages of of the the example above: it assumes compliance, imposes no condition on entry, and and allows the customer to make her own decision It also phrases its command as a negative, thereby not compelling the customer to take a single mandatory action, but rather ruling out just one course of action, but allowing the multitude of all other non-mutually exclusive possibilities. This way the customer feels maximally empowered, maximally welcomed into the shop and minimally commanded, whilst getting exactly the same message. | ||
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{{ref}} | {{ref}} | ||