Ben Franklin Effect

QUOTE

Maya Angelou once said…

“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

(American memoirist and poet)

CONCEPT

Ben Franklin Effect

The Ben Franklin Effect is a psychological phenomenon where a person who has performed a favor for someone is more likely to do another favor for that person than if they had received a favor from them.

Counterintuitively, we tend to like people more after doing them a favor, rather than after they do a favor for us.

This effect is rooted in cognitive dissonance theory: when we help someone, our minds justify the action by altering our attitude toward the person, often leading us to like them more.

STORY

The Friend of My Enemy … Is Me?

In the 18th century, during his tenure as a legislator in the Pennsylvania Assembly, Franklin encountered a colleague who was not only influential but also openly hostile toward him. This man's animosity posed a significant obstacle to Franklin's initiatives and reputation.

Instead of confronting the rival or attempting to outmaneuver him through typical political tactics, Franklin chose a counterintuitive approach.

Aware that his adversary possessed a vast collection of rare books—a symbol of status and intellect at the time—Franklin wrote him a courteous letter expressing keen interest in one of these volumes. He asked if he might borrow the book for a few days.

Surprised and flattered by the request, the rival sent the book promptly.

Franklin read the book swiftly and returned it the following week with a heartfelt thank you note, expressing his appreciation for the opportunity to enjoy such a treasured work.

The next time they crossed paths in the Assembly, the once-hostile legislator initiated a conversation with Franklin for the first time. He spoke warmly, praising Franklin's intellectual curiosity. From that day forward, the man's demeanor changed markedly—he became a friend and ardent supporter.

Reflecting on this experience in his autobiography, Franklin noted, "He that has once done you a kindness will be more ready to do you another than he whom you yourself have obliged."

By requesting a favor rather than offering one, Franklin tapped into a quirk of human psychology. His rival, having extended a kindness, needed to reconcile this action with his prior animosity. To resolve the internal conflict, he concluded that Franklin must be worthy of his esteem.