We use conversational postulates in our ever day communication, and they are
much more apparently used with people in authority positions (at least the ones
who care about the way others feel). A conversational postulate is simply where
you turn a command (something you want someone to do), into a question, thus
softening the command and increasing the listeners responsiveness and
compliance. Basically it allows the listener to avoid feeling as though they are
being told to do something (or at least softens it), which usually occurs when
someone is commanded (told) to do something.
A few examples of conversational postulates are…
Would you pass me the pen?
Can you cook dinner tonight?
Perhaps you could fill the car up with gas on your way home?
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The commands are very obvious when viewing them in this context (such as; pass
the pen, cook dinner tonight, fill the car with gas) and although the person could potentially refuse, it makes it seem a lot softer by the question-type of frame that is being used. When the option to refuse is presented to the listener, they are
much less likely to refuse, and much more likely to comply.