Named after Benjamin Franklin, who used a psychological technique to win over his political opponents by asking them for favours. The Effect being that we are more likely to like another person more after doing a small favour for them, even at a small inconvenience to ourselves.
Reference: Benjamin Franklin's favourite way to win over political opponents was to ask for small favours. He always followed it up with genuine gratitude.
Insight: When we do someone a favour we are likely to rationalise this by assuming we would not do a favour for someone we dislike.
Insight: Asking people for their help or a favour can lead to improved relationships or future help.
Principle: Ask people a favour. Better: ask for an opinion - it doesn't cost the person anything.
Principle: Follow up favours with gratitude.
Reference: Benjamin Franklin figured out how to win over the respect of his political opponents - by asking them for small favours. He asked to borrow books, then expressed gratitude and feedback on the books- a talking point of common ground.
Reference: Benjamin Franklin: "He that has once done you a kindness will be more ready to do you another, than he whom you
yourself have obliged.".
Insight: People have a tendency to like others more after doing them a small favour, even if it is a slight inconvenience.
Principle: After asking for a favour, always follow up with gratitude.
Definition: People like you more when they do a favour for you.
Insight: The Effect is more likely to work with small favours, significant requests or inconveniences are likely to have the opposite effect.
Key Insights & Principles
Relationships
Asking people for help, small favours, or their opinion can help improve relationships.
The Franklin Effect works because we rationalise helping behaviour as something we would only do for someone we like.
Significant requests or inconveniences are not likely to have positive effects on interpersonal relationships.
Ask people for small favours, help or their opinion.
