Articles

Need Someone’s Help? Ask the Person Who Just Turned You Down (interview)

D. NEWARK

Harvard Business Review

December 2013, pp.34-35

Departments: Management & Human Resources

https://hbr.org/2013/12/need-someones-help-ask-the-person-who-just-turned-you-down


Daniel A. Newark and his fellow researchers at Stanford had 19 university students each stop 15 strangers on campus and ask two favors. The first was “Would you fill out a short survey?” and the second, “Would you drop a letter at the post office for me?” The students seeking help had predicted that, by and large, people who refused the initialrequest would refuse the next one. But in fact, a significant proportion of the people who declined to fill out the survey agreed to the letter drop


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