Passion may hurt you more than help you in your next argument.
That’s a conclusion of new research into persuasion by a pair of university academics and reported by Shankar Vedantam of NPR. Passion, often highly prized by leaders, may actually work against that leader if he or she is trying to reach out to someone who may not agree with them.
This new research into persuasion really is confirmation of what all good leaders do when seeking consensus; they first seek to understand what the other is thinking and why they are thinking it.
To become more persuasive consider these three questions:
- How does the other person see the world? This question addresses the other person’s value system.
- How can I frame my argument in terms my opposite understands? Relate your values to the others. When you scratch the surface many people can agree on what is good for others – love, security, opportunity and integrity.
- How can we find common ground? Know what you know about the other person you have a foundation upon which to build your argument. Focus on the values the other person holds and relate them to values you hold.