It's easy for these
calm discussions to turn ugly. If they involve family
members, it can make the holidays especially stressful.
These are the most successful tactics to help you get your
point across in a courteous and educated way.
Drake Baer contributed to an earlier version of this
story.
Skye Gould/Business Insider
Attacking someone's ideas puts them into fight-or-flight mode.
Once they're on edge, there will be no getting through to them.
So if you want to be convincing, practice "extreme
agreement" - take your conversational partner's views and
advance them to their logical, and perhaps absurd, conclusion.
Skye Gould/Business Insider
Contrary to what your debate coach said, arguments aren't
rational.
So respect the other person's perspective, no matter how
ridiculous it sounds.
"When people have their self-worth validated in some way, they
tend to be more receptive to information that challenges their
beliefs," Peter Ditto, a psychology professor at the University
of California at Irvine, told New York magazine in 2014.
With that emotional connection established, you can then start
getting logical.
• How would you change it if you had all the money in the world?
• What do you want your life to be like in three years?
• How do you like your job?
It can help in arguments at work, too - open-ended questions help
transform competitive interactions into cooperative ones.
Skye Gould/Business Insider
People don't listen to the smartest person in the room.
A 2013 study found that they listen to the
people who act as if they know what is right.
Bryan Bonner, a professor of management at the University of
Utah, says people unconsciously look for "messy proxies for
expertise" such as extroversion, gender, race, or confidence
level instead of paying attention to what a person is actually
saying.
"We'd hope that facts would be the currency of influence,"
Bonner told The Wall Street Journal in 2013.
"But often, we guess at who's the expert - and we're wrong."
Skye Gould/Business Insider
In his book "Influence: The Psychology of Persuasion,"
Robert Cialdini says "social proof" is one of the best tactics
for getting people to see things your way. It exploits the
well-documented tendency for people to conform to others'
opinions, even if they're strange.
According to social proof, we assume that what other people are
doing is the correct behavior in a situation. It is the reason
long lines in front of a restaurant make the food inside seem so
tantalizing. It is also why having the endorsement of a celebrity
is such an effective marketing tool.
Skye Gould/Business Insider
According to a 2014 study from Cornell University
researchers Aner Tal and Brian Wansink, people trust scientists.
Thus doing something that makes you appear scientific - like
using a graph - makes you more trustworthy.
"The prestige of science appears to grant persuasive power even
to such trivial science-related elements as graphs,"
Tal and Wansink wrote.
Skye Gould/Business Insider
A story about how your uncle or college roommate eats loads of
butter and still stays fit is an anecdote.
But if you want to be taken seriously, you need to use
data, the kind that's arrived at through peer-reviewed
studies with representative samples.
Better yet, go for consensus.
"Scientists often use 'consensus' as the ultimate
argument-winner, and for good reason,"
Jacquelyn Gill wrote on Contemplative Mammoth. "Scientific
consensus is the collected opinions of all scientists, and not
just the one you're arguing with.
"There can be one or two scientists who disagree (just like there
are a handful of people who don't believe the Holocaust
happened), but if the vast majority of scientists have reached
consensus, it means that there is so much evidence in support of
an idea that it's basically a guaranteed thing, based on
state-of-the-art knowledge."
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