The best way to win an argument

Posted on May 31, 2014

You are, I’m afraid to say, mistaken. The position you are taking makes no logical sense. Just listen up and I’ll be more than happy to elaborate on the many, many reasons why I’m right and you are wrong. Are you feeling ready to be convinced?

Whether the subject is climate change, the Middle East or forthcoming holiday plans, this is the approach many of us adopt when we try to convince others to change their minds. It’s also an approach that, more often than not, leads to the person on the receiving end hardening their existing position. Fortunately research suggests there is a better way – one that involves more listening, and less trying to bludgeon your opponent into submission.

A little over a decade ago Leonid Rozenblit and Frank Keil from Yale University suggested that in many instances people believe they understand how something works when in fact their understanding is superficial at best. They called this phenomenon "the illusion of explanatory depth". They began by asking their study participants to rate how well they understood how things like flushing toilets, car speedometers and sewing machines worked, before asking them to explain what they understood and then answer questions on it. The effect they revealed was that, on average, people in the experiment rated their understanding as much worse after it had been put to the test.

What happens, argued the researchers, is that we mistake our familiarity with these things for the belief that we have a detailed understanding of how they work. Usually, nobody tests us and if we have any questions about them we can just take a look. Psychologists call this idea that humans have a tendency to take mental short cuts when making decisions or assessments the "cognitive miser" theory.

The trick might just lie in getting the other person to explain why they are correct in detail.


Source material from Mind Hacks


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