Podcast Summary
Persuasion through common ground: Focusing on disagreements in persuasive situations can backfire, instead, emphasizing common ground and shared experiences can make the other person more receptive to our message.
Effective persuasion is not about highlighting our differences, but rather finding common ground. According to neuroscientist Tali Sherritt, our attempts at persuasion often backfire when we focus on our disagreements. Instead, we should emphasize our similarities and shared experiences to make the other person more receptive to our message. A study conducted on parents' intentions of vaccinating their kids illustrates this point. When doctors tried to persuade parents by focusing on the lack of a connection between vaccines and autism, it had little effect. However, when scientists at UCLA highlighted the protective benefits of vaccines, parents were more open to the information. So, in persuasive situations, starting from a place of agreement can lead to better outcomes.
Common ground and control: Focusing on common ground and giving people a sense of control increases persuasiveness. Emphasizing agreed-upon points and offering choices can lead to more successful conversations.
Effective persuasion relies on focusing on common ground and giving people a sense of control. According to various studies, when doctors discussed vaccinations by emphasizing agreed-upon points, parents were three times more likely to vaccinate their children. Similarly, Republicans are more likely to support environmental initiatives when messages align with their patriotic identity. People prefer to make their own choices and feel in control, rather than being told what to do. Research even shows that adding a statement acknowledging uncertainty in one's argument can enhance persuasiveness, as it gives the other person a sense of agency. By starting with common ground and offering choices, you can create a more persuasive and engaging conversation.
Opinion Influencers: The first review that appears for a product significantly impacts following reviews, increasing the likelihood of positive reviews by 32% and boosting the final rating by 25%.
Our opinions are influenced by various factors, including the opinions of others and our own environment. Tali Fatal, a behavioral investigator, explained how the first review that appears for a product significantly impacts following reviews, increasing the likelihood of positive reviews by 32% and boosting the final rating by 25%. This phenomenon is not limited to product reviews; it applies to various aspects of life, including forming opinions. Our environment, such as upbringing, shapes our beliefs and filters. These filters cause confirmation bias, making us more likely to accept information that aligns with our views and dismiss information that contradicts them. Additionally, we are more likely to accept evidence that supports our ego or what we want to be true, while dismissing evidence that goes against it. Understanding these influences can help us effectively sway opinions and make a stronger impact in various situations.
Confirmation Bias: Confirmation bias can make us more likely to accept info that aligns with our views and be skeptical of contradictory info. Overcoming it involves highlighting common ground, showing majority view, and making others feel in control, enhancing well-being and engagement.
Our beliefs and perceptions are influenced by confirmation bias, which makes us more likely to accept information that aligns with our existing views and be skeptical of information that contradicts them. This bias can be particularly strong when it comes to using data and studies to persuade. However, there are ways to overcome confirmation bias, such as highlighting common ground, showing what the majority do, and making the other person feel in control. This sense of control enhances our well-being and makes us happier and more engaged in whatever we're doing. It's important to keep this in mind when communicating with others, whether in a professional or personal setting. By giving people a sense of control and agency, we can help them feel more positive and receptive to our messages.
Control and Persuasion: Adding a sense of control in decision-making can increase persuasion by up to 4x, as shown in studies and demonstrated in the creation of a successful premium pudding brand in Europe
People are more persuaded when they feel a sense of control over their decisions. This concept was demonstrated in various studies, such as the bus passengers experiment where adding the line "but you are free to accept or refuse" increased donations by four times. In the advertising industry, an ad agency successfully persuaded a dessert company CEO to adopt their brand by acknowledging his desire for a specific product and then offering him the control to accept or reject it. This approach, based on the principles of influence outlined in Tali Sharot's research, proved to be effective and led to the creation of a successful premium pudding brand in Europe. Overall, giving people a sense of control can significantly impact their decision-making process and increase persuasion.
Second glance: A second glance can reveal new insights and challenge our initial perceptions, encouraging us to keep an open mind and reconsider assumptions
The importance of taking a second look and not judging situations or people too quickly. The author of "Look Again," Lisa Gardner, shared a gripping story about how our perceptions can be deceiving and how a second glance can lead to new insights. This theme was echoed in the conversation with the podcast host, who encouraged listeners to revisit past experiences and reconsider their assumptions. The bonus episode, which listeners can access through the show notes, promises to delve deeper into this idea. Overall, this episode served as a reminder to keep an open mind and to be willing to look again when we encounter uncertainty or ambiguity.