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What to Do When Facts Fail to Convince

7/25/2017

4 Comments

 
Picture
Have you ever noticed that when you confront someone with facts that challenge their deeply held beliefs, rather than changing their minds they often dig in their heels?
 
In a series of experiments by Dartmouth College professor Brendan Nyhan and University of Exeter professor Jason Reifler, the researchers identified a factor they call the Backfire Effect “in which corrections actually increase misperceptions among the group in question.” Why? “Because it threatens their worldview or self-concept.”
 
If corrective facts only make matters worse, what can we do to persuade people who seem immovable? (Tweet it!) Michael Shermer, writing in the “Behavior and Society” column of Scientific American suggests:
 
            1. keep emotions out of the exchange;
            2. discuss, don't attack;
            3. listen carefully and try to articulate the other position accurately;    
            4. be respectful;
            5. acknowledge that you understand why someone might hold that opinion; and
            6. try to show how accepting facts does not necessarily mean changing one’s worldview.

 
What strategies do you employ when trying to persuade someone who does not share a common set of facts with you? Have you had any successes? To join the conversation, click "comments" above.

If you would like to read more about creating a habit around communication mastery, check out our book: Be Quiet, Be Heard: The Paradox of Persuasion.


4 Comments
Linda Farrington
8/10/2017 07:07:30 pm

I've had a hard time learning this, but I have best luck when I:
Prepare-Look for areas of agreement
Affirm, compliment (sincerely), build up (who doesn't respond to some ego stroking?
Understand where they are coming from
Keep emotion out, talk facts, don't get personal
End on a note of agreement and affirmation.

1--Timing can be everything.
2--agree on as much as possible

Based on the Peacemakers PAUSE principles of negotiation.

Reply
Susan
8/11/2017 09:22:23 am

Thanks for this Linda. You have identified key components of persuasion: Listening, understanding and searching for agreement.

Reply
Fred
8/31/2017 07:50:34 am

Born and raised in the North, I am a recent transplant from the Washington DC Metro area to a small, rural town in southwestern Virginia. On an almost regular basis I discover that I hold a substantially different worldview than many of my coworkers. And yet, over the past few years, we've all steadily been growing much closer. Here are a few strategies that I learned early on (thanks to my wife :) that have helped me quite a bit:
1. Being right is NOT the most important thing when it comes to people!
2. It takes time - intentionality and time! The easiest thing at first is to stay away from those who think so differently and "run" from the "conflict", but I've found that just the opposite works wonders.
3. Agree to Disagree - Who says we all have to agree?!? Life is actually more fun when differing viewpoints are embraced and coexist with mutual respect! The goal is not to make everyone think the same.

I am still learning, so keep those tips coming!!

Reply
Susan
9/7/2017 08:30:45 am

What a life journey you've been on, Fred! Your thoughts about moving into the center of differences and exploring -- without the need to be 'right' -- make it so much more likely that people will hear you out. Thanks.

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  • Courses
    • All Courses
    • BreakThrough Conflict
    • Hardwiring Teamwork
    • Persuasion & Influence
  • Ways to Learn
    • All Learning Options
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    • Self-paced video
    • Live Virtual
    • In-Person Seminar
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    • Testimonials on Virtual Learning
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  • About the Glasers
    • About the Glasers
    • Communication Capsule Blog
    • Published Research
    • Learning Products
  • Contact