Psychology: the miracle recipe to convince
350 years ago, Blaise Pascal unveiled the keys to persuasion. Today, psychologists confirm his theories on the art of convincing his interlocutor.
When it comes to the art of persuasion, one can trust the philosopher Blaise Pascal. He delivered, about 350 years ago, tips that still prove to be formidably effective to change a person’s mind. His method was explained in his essay Thoughts.
A multifaceted truth
In order to convince someone to change their mind, it is completely unnecessary to explain to them why they are wrong. The key is to consider the other’s opinion, as well as the arguments that make them think this way. « We must observe from which side he looks at the thing, because it is usually true on that side and confess this truth to him, but discover to him the side on which it is false.« , explains Blaise Pascal, in an excerpt taken by Brain pickings.
This method allows to show respect for the opinion of the other and to open his mind to what he does not see, while avoiding pointing it. « We are not angry at not seeing everything, but we do not want to be deceived, and perhaps this is due to the fact that man naturally cannot see everything, and that naturally he cannot be mistaken in the side that he considers, as the apprehensions of the senses are always true« , continues the philosopher.
It is also essential to know the person to whom you are speaking well. « It seems from there that, whatever it is that one wants to persuade, it is necessary to have regard to the person with whom one wants some, of which it is necessary to know the spirit and the heart, what principles he grants, what things he loves; and then, to notice, in the thing in question, what relations it has with the avowed principles, or with the delicious objects by the charms that one gives to it « , adds Pascal in his philosophical work The art of persuading.
Cooperation, rather than confrontation
For Pascal, no reasoning can be wrong, but only incomplete. In this way, the discussion will migrate from confrontation to cooperation, each needing the other’s « piece of truth » in order to have a more holistic view of the subject.
More than three centuries later, psychologists confirm this « art of persuasion ». This is the case of Arthur Markman, professor of psychology at the University of Austin (United States): « If I immediately start by telling you what you are wrong with, you will not want to cooperate. But if I start by saying « oh yes, you are right on these points, I think these are important issues », then I give the other a reason to fully cooperate in the exchange.« , he explains to Quartz magazine. (OL)
When it comes to the art of persuasion, one can trust the philosopher Blaise Pascal. He delivered, about 350 years ago, tips that still prove to be formidably effective to change a person’s mind. His method was explained in his essay Les Pensées. To convince someone to change their mind, it is quite useless to explain to them why they are wrong. The key is to consider the other’s opinion, as well as the arguments that make them think this way. « You have to observe from which side he sees the thing, because it is usually true on that side and confess this truth to him, but discover to him the side on which it is false », explains Blaise Pascal, in an extract taken up by Brain This method allows you to show your respect for the opinion of the other and to open his mind to what he does not see, while avoiding pointing it. « We are not angry at not seeing everything, but we do not want to be deceived, and perhaps this comes from the fact that naturally man cannot see everything, and that naturally he cannot be mistaken in the side he envisions, as the apprehensions of the senses are always true, « continues the philosopher. It is also essential to know the person to whom you are speaking. « It seems from there that, whatever it is that one wants to persuade, it is necessary to have regard to the person to whom one wants it, of which it is necessary to know the spirit and the heart, which principles it grants, what things it likes ; and then, to notice, in the thing in question, what relations it has with the avowed principles, or with the delicious objects by the charms which one gives to it « , adds Pascal in his philosophical work Of the art of persuade.For Pascal, no reasoning can be wrong, but only incomplete. In this way, the discussion will migrate from confrontation to cooperation, each needing the other’s « piece of truth » in order to have a more holistic view of the subject. More than three centuries later, psychologists confirm this « art of persuasion ». This is the case of Arthur Markman, professor of psychology at the University of Austin (United States): « If I immediately start by telling you where you are wrong, you will not want to cooperate. But if I start by saying « oh yes, you are right about these points, I think these are important issues », then I give the other a reason to fully cooperate in the exchange « , explains- he told Quartz magazine. (OL)
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