As social scientists have discovered, interrogative self-talk is often more valuable than the declarative kind.

Robert Cialdini, the Arizona State University scholar and one of the most important social scientists of the last generation, calls this “the contrast principle.

So in an ingenious field study, two Georgetown University economists, James Habyarimana and William Jack, devised a method to change the behavior of Kenya’s daredevil drivers.

… Pantalon writes in his book Instant Influence.

Influence: Science and Practice by Robert Cialdini.