In the News: Convince Yourself First

Last week, a variety of science media outlets reported on a new study that “shows how lying to yourself makes you more persuasive.” While the study itself is quite interesting—it did indeed show that deceiving yourself helps you deceive others—as I’ve said previously, I’m more interested helping you present the truth. Luckily, we can learn something about that from this study as well.

As study co-author William von Hippel notes, “what’s so interesting is that we seem to intuitively understand that if we can get ourselves to believe something first, we’ll be more effective at getting others to believe it. … If you need to convince somebody of something, if your career or social success depends on persuasion, then the first person who needs to be [convinced] is yourself.”

There are (at least) two interesting things at play here. First, as we saw in another recent blog post, conviction itself can be persuasive. Similar to enthusiasm, where the more enthusiastic you are about your topic, the more interested your audience will be, the more conviction you have about your argument, the more persuasive you will be. Second, as I note in The Science of Speaking, when thinking of ways to persuade your audience, it often helps to think back on the arguments that persuaded you, and repeat (or repurpose) those to persuade your audience too.

 

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