Members in the Media
From: The New York Times

The Key to Political Persuasion

The New York Times:

IN business, everyone knows that if you want to persuade people to make a deal with you, you have to focus on what they value, not what you do. If you’re trying to sell your car, you emphasize the features of the sale that appeal to the buyer (the reliability and reasonable price of the vehicle), not the ones that appeal to you (the influx of cash).

This rule of salesmanship, as we demonstrated in a series of experiments detailed in a recent article in the journal Personality and Social Psychology Bulletin, also applies in political debate — i.e., you should frame your position in terms of the moral values of the person you’re trying to convince. But when it comes to politics, this turns out to be hard to do. We found that people struggled to set aside their reasons for taking a political position and failed to consider how someone with different values might come to support that same position.

Read the whole story: The New York Times


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