Gauthier Delomez 6:17 p.m., December 27, 2022

Gathered in the program "Bienfait pour vous", the mentalist Viktor Vincent and the co-author of the "Small treatise on manipulation for the use of honest people", Robert Vincent-Joule, evoke the art of manipulation, and in particular the technique of the foot in the door which is practiced most of the time in the street.

You may have been a victim without realizing it.

The kick in the door technique is a manipulation technique that is practiced most of the time in the street.

In the program

Bienfait pour vous

, alongside Viktor Vincent, mentalist and author of the book

The keys to manipulation

, Robert-Vincent Joule, co-author of the

Little treatise on manipulation for the use of honest people

, details the ins and outs of the results of this easy-to-reproduce technique.

>> Find all the shows of Mélanie Gomez and Julia Vignali from 11 a.m. to 12 p.m. on Europe 1 in replay and podcast here

"It's by far my favorite because it allows us to get what we want without even having to ask, by making an implicit request", first announces Robert-Vincent Joule at the microphone of Julia Vignali and Mélanie Gomez.

The “lost ticket” experience

To illustrate his thought, Robert-Vincent Joule recounts an experiment he carried out in Aix-en-Provence in the Bouches-du-Rhône a few years ago, and known as the "lost ticket".

"Here is someone who loses a 10 euro note, he is an experimenter. The person who sees the note fall is a naive subject, his behavior is observed. I was sad to note that the probability that the person tell the experimenter that he has lost his ticket is relatively low: only 20% of people warn the subject of the loss of his ticket", noted Robert-Vincent Joule.

His handling technique will help to raise this rate.

"At first, we will obtain a small act, so inexpensive that no one would think of refusing it. In this case, we will ask him for a little information. It is someone else who takes a lane, an Englishman, and tells the subject he has lost his way. He gets a favor from somebody, and that person who has done favor goes on his way."

The professor at the University of Aix-Marseille continues the experiment: "200 meters further on, another experimenter loses his banknote. The person (who rendered a first service) witnesses this loss of banknote. This times, it is no longer 20 but 40% (which warns the subject)", he relates.

Why ?

"By rendering service at first, a small lamp lights up in the head and says 'You, you are helpful'", answers Robert-Vincent Joule.

From 20% up to 90% success

The experience can even go further, to achieve a success rate of up to 90%.

"By increasing the cost of the preparatory act, we make this lamp shine more", underlines the author of the 

Little treatise on manipulation for the use of honest people. 

"We ask them the way, and we pretend not to understand. The person repeats, and by repeating, life shows him that he is really helpful. When he is going to witness the loss of the ticket, it does not is more than 40 but 55%" success.

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"We can do better," continues Robert-Vincent Joule.

"This time I get him to move 50 meters to put the Englishman in the right direction. The lamp shines a little more, it's 70%, and if you add the chance of running into someone helpful, we reach 90%", he remarks.

This increase from 20% to 90% of chances "is not due to anything, neither to the personality of the people, nor to the values, but to the fact of having been led by circumstances to carry out a more or less costly preparatory act".