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Before You Know It
The Unconscious Reasons We Do What We Do
More books on Behaviour
However you feel about your behaviour in 2017, you will almost certainly assume that the choices you made were your own.
You could not, according to John Bargh, be more wrong. The Yale psychologist has just written a book, Before You Know It, about the eye-opening extent to which our actions are dictated by forces within us to which we are almost entirely oblivious. Who knew, for example, that we feel less hostile to people different to ourselves after washing our hands? Or that the reason why you're feeling so friendly is the cup of piping hot coffee you are holding? Or that parents who want to encourage their children to be generous will have more success by turning the room temperature up than by telling them to share? Bargh's book, as Malcolm Gladwell puts it, "moves our understanding of the mysteries of human behaviour one giant step forward" - not least in helping make sense of some of the big stories of 2017.
The 62-year-old American is a big, smiley man, but his demeanour is at odds with the rather depressing message of his work. Human beings' brains, it explains, are primed by prudent and rational evolutionary instincts to trust people who look like us, and to fear those who look 'other' as a threat. This goes some way to explain why, despite all of modern society’s efforts to promote progressive values of openness and equality, and for all our stated intolerance of prejudice, social progress is so agonisingly slow. That's pretty dispiriting, isn't it?
"Yes, I hate to say it, but yes. Democracy is an advance past the tribal nature of our being, the tribal nature of society, which was there for hundreds of thousands, if not millions, of years. It's very easy for us to fall back into our tribal, evolutionary nature - tribe against tribe, us against them. It's a very powerful motivator." Because it speaks to our most primitive self? "Yes, and we don't realise how powerful it is." Until we have understood its power, Bargh argues, we have no hope of overcoming it. "So that's what we have to do." As he writes: "Refusing to believe the evidence, just to maintain one"s belief in free will, actually reduces the amount of free will that person has."
Bargh found that even TV shows such as Grey's Anatomy that tried to show black and white characters of equal status still contained unconscious racial bias towards the white characters, according to a study of viewers.
If unconscious racism is an ancestral legacy, it is also reinforced by contemporary culture. Bargh offers a study of popular prime-time US TV shows - Grey's Anatomy, CSI, Bones - in which participants who had never seen the programme before were shown scenes in which the main character interacted with either a black or white character. The scenes were edited, however, to show only the main character. The audio was also removed, so that participants could see only the main character's non-verbal communication - facial expressions, gestures, body language - towards the off-screen character. They were then asked to judge how the visible character felt towards the unseen character.
"These are shows, remember," Bargh says, "that intentionally tried to have equal-power black and white characters. It's not like the black people on the show are all the criminals, and the white people are all the detectives. They have the black detective and white detective; they actually have equal power."
The findings were chilling. The main character was consistently judged to be conspicuously more positive towards the show's white characters, and more negative towards its black characters.
"They don't script it that way. And it's not intended by the producers or actors of the show. There are programmes that do intend it - but we're even talking about the ones that don't, and it still has this massive effect. It's conveyed so powerfully to people watching that, after they see it, they have more negative automatic attitudes towards black people. The research found that the more they see of shows like that, the more they have more of a racist attitude."
Anyone who has ever wondered why minorities often object about what colour a doll comes in, say, might reconsider their scepticism about the importance of culture after reading Bargh's book. He presents a study of two sets of Asian-American five-year-old girls, who were asked to perform maths tests after being “primed” with activities designed to trigger their unconscious sense of identity. One group was asked to colour in pictures of Asians eating with chopsticks; the other to colour in pictures of a girl holding a doll. The first group dramatically outperformed the second in the maths test. By the age of just five, they had absorbed the cultural stereotypes that Asians are good at maths and girls are bad.
"These Asian-American girls are not hearing at home that girls can't do maths," Bargh points out. "These are Harvard preschool kids; the parents are, like, tiger mums and dads. A lot of them brought the children into the study thinking that being in this Harvard study at age five would help their girl get into Harvard at age 18: that's how motivated they are. They're not the ones who are telling the girls they can't do maths. It’s in the culture we soak up, without even knowing it."
Bargh decided to test his own unconscious racial bias, using a complex system of word association and physical reflexes devised to eliminate any possibility of him consciously dictating his responses. He was dismayed to discover that his unconscious associated 'white' with 'good and 'black' with 'bad'. However, he found he could override his bias by deploying the power of imagination. He sat the tests again, and got opposite results, "simply by really trying to feel as if I was a black person. Now obviously with no experience, it's laughable that I could try - but I really did try to convince myself temporarily that OK, I'm a black person. And I reversed the results."
There's a reason that US department store Walmart plays Céline Dion on a loop, says Bargh - it wants shoppers to feel sad because studies show that sad people spend more.
In a fascinating study conducted by Bargh, participants were invited to imagine they had a superpower that rendered them safe from all physical harm, and were then quizzed on their social attitudes. Half the participants were liberals, and half conservatives. The imaginary superpower had no impact on liberals social attitudes. "Feeling physically safe," however, "significantly changed the conservative participants' social attitudes to being similar to those of liberals."
This worked, he explains, because research has found that "conservatives have larger fear centres of the brain. They're more concerned with physical safety than liberals." Once we feel afraid, our own fear can further distort our perception of actual danger. For example, research has found that when people become new parents of a tiny, vulnerable baby, they begin to believe their local crime rate is going up, even if it is falling. "That happened to me," Bargh admits. "After my daughter was born, suddenly we felt that the neighbourhood was getting so dangerous that we had to leave."
Even more pertinent to current world events is Bargh's research into sexual harassment. In the 1990s, an esteemed law professor had studied supreme court cases of sexual harassment and concluded that 75% of the accused genuinely did not realise they were doing anything wrong. Intrigued, Bargh devised a study to see if this could really be true.
Participants were asked to fill out an anonymous questionnaire devised to reveal their willingness to use power over a woman to extract sexual favours if guaranteed to get away with it. Some were asked to rate a female participant's attractiveness. Others were first primed by a word-association technique, using words such as 'boss', 'authority, status' and 'power', and then asked to rate her. Bargh found the power-priming made no difference whatsoever to men who had scored low on sexual harassment and aggression tendencies. Among men who had scored highly, however, it was a very different case. Without the notion of power being activated in their brains, they found her unattractive. She only became attractive to them once the idea of power was active in their minds.
This, Bargh suggests, might explain how sexual harassers can genuinely tell themselves: "I'm behaving like anybody does when they're attracted to somebody else. I'm flirting. I'm asking her out. I want to date her. I'm doing everything that you do if you're attracted to somebody." What they don't realise is the reason they're attracted to her is because of their power over her. That's what they don't get"
Perhaps the single most confronting revelation of Bargh's work is its implications for consumer capitalism. It's not that our economic model makes us sad - although it does - so much that making us sad is good for consumer capitalism.
He describes a study by a Harvard social psychologist. "It found that sad people not only buy more, but they pay more. They're willing to pay more because, basically, when we're sad, we want to change state." Someone feeling sad would rather spend $100 than $10, "because it changes the state more. And stores know this."
Ever wondered why shops like to pipe out mournful music, or why Walmart plays Celine Dion on a loop? Well, Bargh grins - there's your answer.
"They don't want us to be happy; they want us to be sad. Politicians want us to be fearful. All these things are not in our own interests at all. They're manipulating us for their own interest, and against our own, and I think that’s horrible."
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