59 Seconds: Think a Little, Change a Lot by Richard Wiseman Page A
Authors: Richard Wiseman
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moved nine or ten feet away, then tried his luck with another woman. If the woman accepted, the man explained that she had just taken part in an experiment and handed her a sheet containing additional details about the study. Who says romance is dead?
In a second study by Guéguen, one of three male researchers approached women in the street and attempted to obtain their telephone numbers. Apparently all three of the men had to be good-looking, because according to the report describing the work, “pre-test evaluation showed that it was difficult to obtain the phone number from young women in the street” (“Honestly, it’s part of a scientific experiment, officer”). The men approached a total of 240 women, told them that they were really pretty, suggested going for a drink later in the day,and asked for their telephone number. As before, half of the time the men touched the women lightly on the arm as they delivered their chat-up line. The men were then instructed to wait ten seconds, smile, and gaze at the woman. If the woman declined the kind offer, she was allowed to walk away. If she accepted, the researcher quickly explained that the whole thing had been an experiment, handed her an information sheet, and delivered one final scripted line: “Thanks for your participation, and I’m sorry that I have taken up your time. Perhaps we could meet another time. Bye.”
The results from both experiments were impressive. In the nightclub, women accepted the offer of a dance 43 percent of the time when not being touched on the arm and 65 percent after even the briefest of touches. In the street, the research team obtained telephone numbers from 10 percent of women with no physical contact and almost 20 percent when touching. In both cases a brief touch dramatically increased success.
Why is a touch so effective when flirting? Many psychologists believe that the answer has to do with sex and status. A large body of research supports the not especially surprising fact that women find high-status men more attractive than their low-status counterparts. From an evolutionary perspective, those men represent ideal mates because they are able to provide for the couple and any potential offspring in times of need. But how do women decide on the status of a stranger within a few moments of meeting him?
The answer, in part, is touch. There is considerable evidence that a gentle touch is perceived as a sign of high status. 9 For example, ask people to look at photographs of one person touching another, and they consistently rate the “toucher” as far more dominant than the “touchee.” This is especially true of that all-important male-to-female touch on the upper arm.Most women don’t consciously register the touch, but unconsciously it makes them think more highly of their potential beau.
Women frequently accuse men of being shallow and too easily influenced by a pair of large breasts. Guéguen’s adventures with hitchhiking and latex certainly suggest that this is the case. However, his work in the psychology of female seduction shows that women’s romantic decision making can also be swayed by physical factors, providing they signal high status. Perhaps the real message is that deep down we are all a tad more shallow than we might like to admit.
IN 59 SECONDS
If you want to get someone to help you out, try the briefest of touches on the upper arm. The same behavior also increases the likelihood that one person will find another person attractive, providing that the touch is short, confined to the upper arm, and delivered at the same time as a compliment or request. Do be careful, however, because it is easy to get this terribly wrong. Touching is a strong social signal, and even a few inches can make all the difference between the recipient inviting you in for coffee or calling the police.
IN 59 SECONDS
More than thirty years of psychological research has revealed that most people adopt one of several very
In a second study by Guéguen, one of three male researchers approached women in the street and attempted to obtain their telephone numbers. Apparently all three of the men had to be good-looking, because according to the report describing the work, “pre-test evaluation showed that it was difficult to obtain the phone number from young women in the street” (“Honestly, it’s part of a scientific experiment, officer”). The men approached a total of 240 women, told them that they were really pretty, suggested going for a drink later in the day,and asked for their telephone number. As before, half of the time the men touched the women lightly on the arm as they delivered their chat-up line. The men were then instructed to wait ten seconds, smile, and gaze at the woman. If the woman declined the kind offer, she was allowed to walk away. If she accepted, the researcher quickly explained that the whole thing had been an experiment, handed her an information sheet, and delivered one final scripted line: “Thanks for your participation, and I’m sorry that I have taken up your time. Perhaps we could meet another time. Bye.”
The results from both experiments were impressive. In the nightclub, women accepted the offer of a dance 43 percent of the time when not being touched on the arm and 65 percent after even the briefest of touches. In the street, the research team obtained telephone numbers from 10 percent of women with no physical contact and almost 20 percent when touching. In both cases a brief touch dramatically increased success.
Why is a touch so effective when flirting? Many psychologists believe that the answer has to do with sex and status. A large body of research supports the not especially surprising fact that women find high-status men more attractive than their low-status counterparts. From an evolutionary perspective, those men represent ideal mates because they are able to provide for the couple and any potential offspring in times of need. But how do women decide on the status of a stranger within a few moments of meeting him?
The answer, in part, is touch. There is considerable evidence that a gentle touch is perceived as a sign of high status. 9 For example, ask people to look at photographs of one person touching another, and they consistently rate the “toucher” as far more dominant than the “touchee.” This is especially true of that all-important male-to-female touch on the upper arm.Most women don’t consciously register the touch, but unconsciously it makes them think more highly of their potential beau.
Women frequently accuse men of being shallow and too easily influenced by a pair of large breasts. Guéguen’s adventures with hitchhiking and latex certainly suggest that this is the case. However, his work in the psychology of female seduction shows that women’s romantic decision making can also be swayed by physical factors, providing they signal high status. Perhaps the real message is that deep down we are all a tad more shallow than we might like to admit.
IN 59 SECONDS
If you want to get someone to help you out, try the briefest of touches on the upper arm. The same behavior also increases the likelihood that one person will find another person attractive, providing that the touch is short, confined to the upper arm, and delivered at the same time as a compliment or request. Do be careful, however, because it is easy to get this terribly wrong. Touching is a strong social signal, and even a few inches can make all the difference between the recipient inviting you in for coffee or calling the police.
IN 59 SECONDS
More than thirty years of psychological research has revealed that most people adopt one of several very
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