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2015-10-23
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" The effectiveness of this request plus- reason was nearly total: 94 percent of those asked let her skip ahead of them in line. Compare this success rate to the results when she made the request only: "Excuse me, I have five pages. May I use the Xerox machine?" Under those circumstances only 60 percent of those asked complied. At first glance, it appears that the crucial difference between the two requests was the additional information provided by the words because I'm in a rush. However, a third type of request tried by Langer showed that this was not the case. It seems that it was not the whole series of words, but the first one, because, that made the difference. Instead of including a real reason for compliance, Langer's third type of request used the word because and then, adding nothing new, merely restated the obvious: "Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?" The re-
REGISTERED TRADEMARK---MARCA REGISTBADA HECHO EN CHICAGO, U.S.A. SIGNET, SIGNET CLASSICS, SIGNETTE, MENTOR AND PLUME BOOKS are published by The New American Library, Inc., 1301 Avenue of the Americas, New York, New York 10019 FIRST PRINTING, FEBRUARY, 1973 PRINTED IN THE UNITED STATES OF AMERICA To my Parents and my Grandmother Contents A Note on the Abridged Version Preface A Few Words 1. One Day of Magic: I 2. One Day of Magic: II 3. The First 3,000 Years 4. The Rise of the West 5. On the Origin of a Species 6. The Era of the Black Chambers 7. The Contribution of the Dilettantes 8. Room 40 9. A War of Intercepts 10. Two Americans 11. Secrecy for Sale 12. Duel in the Ether: I 13. Duel in the Ether: II 14. Censors, Scramblers, and Spies 15. The Scrutable Orientals 16. PYCCKAJI Kranrojioras 17. N.S.A. 18. Heterogeneous Impulses 19. Ciphers in the Past Tense 20
More on that later. Suffice to say: for uncommon solutions, you have to look in uncommon places. The Future's Already Here In our current world, even if proper trials are funded for obesity studies as just one example, it might take 1020 years for the results. Are you prepared to wait? I hope not. "Kaiser can't talk to UCSF, who can't talk to Blue Shield. You are the arbiter of your health information." Those are the words of a leading surgeon at UCSF, who encouraged me to take my papers with me before hospital records claimed them as their property. Now the good news: with a little help, it's never been easier to collect a few data points (at little cost), track them (without training), and make small changes that produce incredible results. Type 2 diabetics going o of medication 48 hours after starting a dietary intervention? Wheelchair-bound seniors walking again after 14 weeks of training
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