The Right Questions Get Others to Convince Themselves You’re Right
Dan Pink explains how to use a couple of questions to help another person persuade themselves that you’re right.
It’s not quite a trick, but it sure works: Asking the right questions. Questions can be the difference between stating what you think someone should think or letting them come up their own good reasons for doing so.
Management consultant Dan Pink says, “The key here is that we tend to think that persuasion or motivation is something that one person does to another” when in fact, the trick is to get the person to persuade themselves. That’s where the questions come in.
As a parent of a teenager who could have been the one Pink describes, I’d say there could scarcely be a more perfect example of impenetrable intransigence. And yet, after years of fruitless begging, mine has decided — for her own reasons — to keep her room clean, thus proving Pink’s premise that her parents’ reasons were never really the point.
Persuasion is always about building agreement using the other person’s point of view, not simply insisting on what we think. If you ask a question that interests them, they’re immediately engaged. With their answer as the foundation of your followup, you’ve got a real chance at changing a mind.
Headline image: VECTORWORKS_ENTERPRISE
It's a development that could one day lead to much better treatments for osteoporosis, joint damage, and bone fractures.
- Scientists have isolated skeletal stem cells in adult and fetal bones for the first time.
- These cells could one day help treat damaged bone and cartilage.
- The team was able to grow skeletal stem cells from cells found within liposuctioned fat.
Gut bacteria play an important role in how you feel and think and how well your body fights off disease. New research shows that exercise can give your gut bacteria a boost.
- Two studies from the University of Illinois show that gut bacteria can be changed by exercise alone.
- Our understanding of how gut bacteria impacts our overall health is an emerging field, and this research sheds light on the many different ways exercise affects your body.
- Exercising to improve your gut bacteria will prevent diseases and encourage brain health.
A groundbreaking new study shows that octopuses seemed to exhibit uncharacteristically social behavior when given MDMA, the psychedelic drug commonly known as ecstasy.
- Octopuses, like humans, have genes that seem to code for serotonin transporters.
- Scientists gave MDMA to octopuses to see whether those genes translated into a binding site for serotonin, which regulates emotions and behavior in humans
- Octopuses, which are typically asocial creatures, seem to get friendlier while on MDMA, suggesting humans have more in common with the strange invertebrates than previously thought
SMARTER FASTER trademarks owned by The Big Think, Inc. All rights reserved.