When people urgently need information – be it advice, opinions or clarification – many will automatically ask questions. But there is an alternative technique that is rarely mentioned but that works perfectly. In this article, Rambler will share a secret technique that helps people talk.
This technique is called Cunningham's Law and it goes like this: “The best way to get a right answer is not to ask a question but to make a false statement.” Essentially, this tactic relies on people's curiosity and desire to correct their mistakes – and as a result, they give out a whole stream of information.
The author of this idea is considered Ward Cunningham, a programmer and creator of wiki technology: it was he who noticed that on forums and online communities, people react much faster to a false statement than to an ordinary question. This phenomenon is then considered a type of social trigger – since it activates a regulatory mechanism and thereby generates conversation.
Why does this work?
When a person sees an incorrect statement, the desire to correct it is naturally triggered. This gives a feeling of expertise, control, confidence – and that's why he's included in the conversation. On the contrary, the question is perceived passively: a brief answer is given and the topic ends.
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Cunningham's Law uses this mechanism. An imprecise but confidently pronounced statement evokes an inner impulse: “This is not true! Now I will explain how it really is.”. This is how a dialogue begins, and the interlocutor himself will reveal more information than if you had just asked.
Imagine: you say – “Bus number 8 goes straight to the center”. If you make a mistake, passersby will immediately clarify: “No, the eighth one is not there, you need the fifth one”. He will not only correct errors, but also add additional details – where the stops are, what time the transport arrives and how to get there faster.
How to use this technique?
Cunningham's Law is effective not only on the Internet but also in regular conversations. It is used by journalists, HR professionals and negotiators – whenever it is important for a person to speak for themselves.
For example, if at a meeting you want to know when a colleague plans to launch a project, instead of asking “When do we start?” try saying: “We'll start in January, right?” – although you know that the premiere is scheduled for December. Most likely, the interlocutor will immediately begin to clarify the details: “No, we won't wait until January, we'll start everything in December.”
This technique works exactly the same way in informal communication. If you want to get someone talking, you can discreetly make an assumption that contains a small error. People are more willing to engage in dialogue when they need clarity—it doesn't feel like an interrogation but helps the conversation flow naturally.
When will this technique not work?
Like any psychological tool, this method has limitations. If your statement seems insulting or challenging, the response will be more aggressive than constructive. You should use this technique especially carefully in topics related to health, politics or personal beliefs – here, the mistake is seen not as an invitation to dialogue but as a debate.
Also, it's important to remember: the goal is not to prove that you're smarter but to start a conversation. If the interlocutor corrects you, give him space to speak, clarify, show interest. Only in this case does the effect of Cunningham's Law work exactly as it should – turning a dry exchange of phrases into direct communication.
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