David Campt’s Post

Expert on Dialogue, Civic Engagement, and Social Inclusion

6mo

In persuasion on anything, especially politics, it's vital that we understand the the brain sciences that are relevant. A short lesson from Connect to Win, the free on-line course on election persuasion among your friends. (full course at www.connecttowin.org)

Transcript

If you want to learn about what brain scientists say is the biggest thing you have to overcome to persuade somebody, watch this video. Today's lesson is about a dynamic called reactance, which is a key phenomenon in conversations, especially about politics these days. Basically, reactants refers to the fact that. If people feel too strongly you want them to change their mind, they don't want to change their mind just because you want it. Basically we are all 2 year olds who are saying you ain't the boss of me. And this whole thing is made worse by the level of divisiveness in our society, where liberals and conservatives look each other as enemies not just of the nation but of them. And it makes it more difficult but not impossible to reduce that response. You need to handle the conversations. In a way that makes a person feel like you're not looking down on them or disrespecting them. That also creates the weird irony of you want to change their mind, but you have to be careful of being too in touch with wanting to change their mind, because you're wanting to change their mind too much makes them not want to change it. You have to have a certain detachment from that, at least in this conversation and maybe generally, and we'll give some guidance about how to choose people so that you can better manage this, but that's an important thing to remember. There are different schools of thought among influence experts about the degree to which you make your desire to change them explicit, or whether it's clandestine. There's different schools of thought about that. But what we know is that if you are too much in touch with the desire to change them in this conversation, you make it less likely. It's kind of like the butterfly. If you're trying to catch a butterfly, use a net and not a bag on a stick because. The wind from a bag pushes the butterfly away. And So what you want to do is to have the conversation in a way that does not, that does not create the reaction to you, that's not going to help you. You can think about it. Like. When was the last time that you changed your position because you submitted to somebody superior logic? That doesn't happen very frequently. One way to think about it is you're not trying to wrestle the person to another part of the room, you're trying to dance them to another part of the room. It's important to think about reactants and to think about what what's my body language with my rhetoric? What's my conversational sequence that is more or less likely to generate that reactance? If you like this content, please press the Like or subscribe button.

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