. He and other researchers found that "pratfalls," or minor screw-ups, could increase people's appeal. In the study, male college students listened to tape recordings of people supposedly trying out for the college Quiz Bowl team; some candidates seemed highly impressive, while others seemed less so.
To illustrate how this theory works in the real world, the authors use the example of psychiatrists, whose job is to get people to open up about their deepest anxieties and insecurities. Presumably, Tom's patients had already been impressed by the diplomas on his wall, which signaled his competence and credibility. Now Tom's goal was to demonstrate some vulnerability and show that he was indeed a fallible human being. That combination of competence and warmth would make him seem more trustworthy. This technique works just as well in the business realm.
Turns out, people have a more positive impression with faulty behavior even in the case of robots. The error-filled robots were rated as more likeable. Schweitzer and Galinksy's takeaway in their book is that highly competent people can make themselves seem more approachable — and more trustworthy — by being a little clumsy or silly. It makes them seem vulnerable and warm.
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