Putting it in Writing

Written terms and proposals can be deceptively persuasive.

“To doubt everything or to believe everything are two equally convenient solutions; both dispense with the necessity of reflection.”

—Henri Poincaré

“Fill out this standard form,” says the receptionist.

Price tags and store signs shout at us constantly as we shop, online or in person, letting us know how much we have to pay.

“My boss already signed the contract, so now we just need your signature,” indicates the salesperson trying to close a deal.

Authority Signals and Persuasiveness

Putting terms in writing seems to give them more weight and make them appear unchangeable. Even in today’s world of electronic documents and easily revised paperwork – which may not consist of any “paper” at all – a written offer generally conveys more authority than an oral offer or other proposal not spelled out plainly for us to see.

Why are written agreements, posted signs, and other visual, or tangible, proposals seemingly more persuasive? I think there are various reasons. First, people tend to resort to…