I'd love to teach a course called, "The Psychology of Commitment.”

We'd explore lots of fun and intriguing topics.

For instance, why is it that some folks will sacrifice themselves for the greater good by smothering grenades with their bodies, or by pushing someone away from a speeding car, only to be impaled, in the process?

Of course, when we're seeking a customer's loyalty, we're really after commitment, in a commercial setting.

Charismatic leaders and top dogs of all kinds are able to evoke commitments from their fellows.

Salespeople close deals—these are commitments, right?

And when we want a customer service rep to do something special for us, to go out of her way, we want her to commit to being successful in the endeavor.

I've found one of the best ways to get people to commit is to thank them in advance for the behavior in which you want them to engage.

Over loudspeakers, you've heard announcers say, "Thank you for not smoking.” In movie theaters, cartoons say, "We appreciate your SILENCE by not talking,” and "Thank you for turning off your cell phone!”

All of these messages tap into an important principle of engineering commitment: If you thank someone in advance for doing an act, it makes them more likely to fulfill that act than if you don't thank them in this way.

Try this, the next time someone is about to seek an exception on your behalf, or to do something special for you.

You'll be much more likely to get the result you want—not because you're more deserving, but because the person you've deputized, is more committed!