Strategy. Innovation. Brand.

Public Speaking

Your Commonplace Or Mine?

I told you this 2,000 years ago.

I told you this 2,000 years ago.

In persuasive presentations, we often appeal to commonplaces — opinions, attitudes, or perceptions that are widely held by a particular group. Like common sense, these attitudes are (supposedly) common to all members of a group. As persuaders, we can speak to a common point of view.  We’re on common ground and we can move forward together.

The problem, of course, is that commonplaces aren’t so common. Indeed, many commonplaces have equal and opposite commonplaces to counterbalance them. One commonplace advises us to look before we leap. Another reminds us that he who hesitates is lost. On the one hand, we root for the underdog. On the other hand, we admire the self-made man – who is anything but an underdog.

It seems that we can find a commonplace to suit almost any argument. Want to lower taxes? There’s a commonplace for that. (The government is inefficient. You earned it. You keep it. etc.) Want to raise taxes? There’s a commonplace for that. (We’re all in this together. We need to help each other. etc.) And “good” commonplaces can be twisted to support “bad” causes. As Shakespeare reminds us in The Merchant of Venice, “The devil can cite scripture for his own purpose.”

In my persuasion class, I ask students to write papers in which they argue a point. By and large, my students are quite adept at deploying commonplaces to support their arguments. I notice that they often deploy commonplaces that they believe in. To be persuasive, however, we need to consider the commonplaces that the audience believes in. I shouldn’t assume that you think like me. Rather, I should seek to understand what you think and use that as a starting point for building my argument.

The concept of using the audience’s commonplaces is as old as Greek rhetoric. It got a boost last year when the sociologists Robb Willer and Matthew Feinberg published their research on argumentation and moral values. Their basic finding: we are more persuasive when we frame arguments for a political position around “the target audience’s moral values.”

Feinberg and Willer point out that liberals and conservatives have different moral values (or commonplaces in our terminology). They write “…liberals tend to be more concerned with care and equality where conservatives are more concerned with … group loyalty, respect for authority and purity.”

They then tested how to persuade conservatives to take a liberal position or vice-versa. For instance, how would you persuade conservatives to support same-sex marriage? They found that conservatives are more likely to agree with an argument based on patriotism than one based on equality and fairness. Conservatives tended to agree with an argument that, ““same-sex couples are proud and patriotic Americans … [who] contribute to the American economy and society.” They were less likely to agree with an argument couched in terms of fairness and equality.

(Feinberg and Willer’s research article is here. A less technical summary is here).

Aristotle taught us that the best person to judge the quality of food is the one who eats it, not the one who prepares it. The same is true for arguments. You can’t judge how effective your argument is. Only the audience can. The moral of the story? Get over yourself. Learn what the audience is thinking.

Politics — Lying Versus Bullshitting

You talkin' to me?

You talkin’ to me?

The presidential campaign is about to lurch into high gear and the lying is flying. Or is it? Are the candidates lying or are they bullshitting us? The two concepts are related but not the same.

Let’s take an example from Donald Trump. Trump says that he will build a wall along our southern border and make Mexico pay for it. Many neutral observers claim that it would be prohibitively expensive to build a useful (that is, impenetrable) wall along the entire border. They also suggest that it’s ludicrous to believe that Mexico would pay for it. So is Trump lying or is he bullshitting?

To answer the question, I dug out an essay by the Princeton philosopher, Harry Frankfurt. Originally published in 1986, the essay is aptly tilted, On Bullshit. * Frankfurt lays out the essential differences between lying and bullshit (with a side trip through humbug).

Frankfurt argues that both bullshit and lying are deceptive – but they’re deceptive in different ways. The liar aims to deceive us about reality and “the way things are.” A liar might say that he has a million dollars when he’s actually flat broke. A bullshitter, on the other hand, aims to deceive us about his purpose. Frankfurt writes, “His eye is not on the facts at all…. He does not care whether the things he says describe reality correctly. He just picks them out, or makes them up, to suit his purpose.”

Further, a liar knows the truth and seeks to conceal it. He opposes the truth. By contrast, a bullshitter may or may not know what the truth is – and certainly doesn’t care. Indeed, he may even be telling the truth. Making a true statement or a false statement is beside the point. As Frankfurt notes, “…the truth … of his statements is of no central interest to him.”

A liar is under numerous constraints. He knows the truth and, “…to invent an effective lie, he must design his falsehood under the guidance of that truth.” A bullshitter has no such constraints. He can make everything up, including the context and the backstory. Instead of making a statement about reality, he invents his own reality.

Indeed, the bullshitter avoids the “authority of the truth” altogether. Frankfurt writes that, “He pays no attention to [the truth] at all. By virtue of this, bullshit is a greater enemy of the truth than lies are.”

So is Trump lying or bullshitting about the wall? I’m guessing that he’s bullshitting. He doesn’t seem to care whether his statement is true or false. That’s beside the point. He just makes stuff up to suit his purpose.

So, if making a true statement (or a false one, for that matter), is beside the point, what is his hidden agenda? I think there are two:

  • To maximize attention and press coverage – every time Trump makes an outrageous statement, journalists write about it. Often times, they point out that the statement is not true. But that’s beside the point. Trump doesn’t care – nor do his followers, apparently. The point is to get elected and that requires attention and saturation coverage.
  • To soak up his opponents’ time – Trump’s opponents often make detailed rebuttals of his claims. They want to set the record straight. But as long as they’re doing that, they’re on Trump’s turf. He’s the center of attention. It’s political rope-a-dope. I’ve noticed that Trump rarely defends his points in any logical way. He simply repeats them, thus causing his opponents to redouble their efforts to prove him wrong. He gets their goat because they think he’s lying when, in fact, he’s bullshitting. Setting the record straight is useless if truth and falsity are beside the point.

So how can Trump’s opponents – Johnson and Clinton – best deal with his bullshitting? To the maximum extent possible, they should ignore him. Don’t get caught up in the trap of making him the center of attention. When a journalist asks about an outrageous Trump statement, don’t take the bait. Just say something along the lines of, “Well, we all know that he’s a world-class bullshitter. Let’s talk about something more useful.”

* Frankfurts’ essay was originally published in The Raritan Quarterly Review in 1986. It was then republished in 2005 as a small book. I’ve depended on the version that’s found here.

Context Effects: PayPal and Brexit

Whom do you trust?

Whom do you trust?

PayPal was recently skewered on social media because it sponsored a panel discussion on gender equality and inclusion in the workplace. The problem was that the panel consisted solely of men. Women quickly tore into the company on Twitter and Tumblr for being tone deaf and sexist.

In fairness to PayPal, the panel discussion was supposed to have been titled: “Gender Equality and Inclusion In the Workplace: A Conversation With Our Male Allies”. Somehow, the organizers omitted the last part of the title from the official program.

I suspect that PayPal’s panel was a well-intentioned effort to bridge the gender gap. But the organizers made a simple mistake – they focused on strategy and forgot about context.

In persuasion, we typically start by developing the message strategy. What is the key message that we need to communicate? How can we best encapsulate that message in a memorable campaign?

While message strategy is certainly critical, it’s not the only concern. We also need to consider the context the message is delivered in. It’s a fairly simple question: does the context create an opportunity to deliver our message effectively? Sometimes, contextual factors facilitate the message delivery. At other times, the context constrains our ability to communicate clearly. Creating an all-male panel on gender equality does not provide a favorable context.

From a timing perspective, Greek rhetoricians called this kairos. Translated literally, it means the “supreme moment”. In our context, kairos means finding the opportune moment to deliver a persuasive message. As Jay Heinrichs points out, it’s analogous to a teachable moment. A teacher finds the right moment to teach a memorable lesson. Similarly, a persuader finds the right moment to deliver a persuasive message.

Kairos refers to timing and timeliness. But we need to consider other contextual factors as well. Who delivers the message? In what forum? What is the audience ready to receive? Whom does the audience trust? What media and channel provide the best opportunity to deliver the message successfully?

In this context, I wonder about the Brexit campaign in the United Kingdom. One side – the Remain campaign — argues that Britain will be stronger by staying in Europe. The other side – the Leave campaign — argues that leaving will make Britain great again. Both sides have worked out their message strategies.

Polls suggest that the two sides are very evenly divided. Both sides have strong messages. Neither has a clear advantage. Given this, which side will be more persuasive? In my humble opinion, it will be the side that makes best use of contextual factors. In this regard, the Leave campaign has a clear advantage.

While the Remain campaign has a solid message, it’s misreading the context. More specifically, it’s using the wrong messengers (again, in my humble opinion).

Here’s the context. Voters who support the Leave campaign perceive that their economic situation has deteriorated since Britain joined the European Union. They also perceive that joining the Union was a project conceived and championed by the “elite”. It’s easy to conclude that the elite classes have “sold us out”.

And who is speaking for the Remain campaign? By and large, it’s the elite. We hear from top managers, bankers, executives, rich people, and assorted toffs. We even hear from the head of the IMF, who happens to be French. Now, we even hear from the president of the United Sates.

Who are these people? They’re the elites – exactly the people whom the Leavers don’t trust. The easy response from the Leave campaign: “Well, you remember what happened the last time we trusted them.”

If the Remain campaign continues to pursue an elite strategy, I suspect the Leave campaign will win – and by a wide margin. What’s the lesson in all this? Whether you’re PayPal or the British Prime Minister, consider the context.

Rhetorical Jujitsu

Lovely place Brixham

Lovely place Brixham

The United Kingdom is deeply embroiled in the Brexit debate. It’s the classic question: should we stay or should we go? Polls suggest that the electorate is almost evenly split. What can this teach us about persuasion?

Let’s take an example from a man with an opinion. Michael Sharp is a fisherman from the lovely little port of Brixham on the south coast of England who favors leaving the EU. The New York Times quotes him as saying,

“I definitely want out. … All those wars we’ve had with France, Germany — all the rest of them since God knows when, since Jesus was a lad — we’re never going to get on with them, are we?”

Now imagine that you support the opposite side – you think the UK should stay in the EU. How might you persuade Mr. Sharp to agree with you? Here are four different rhetorical approaches you might try:

A) “What a silly thing to say. We’re friends with France and Germany now. You’re 70 years out of date.”

B) “What a parochial and small-minded attitude you have. You should broaden your horizons.”

C) “All the experts say we should stay in. The top bankers and managers say it will wreck the economy to leave.”

D) “I know what you’re saying. But I’ll tell you what I’m worried about. The Russians. If we’re squabbling with the French and Germans, the Russians will divide and conquer. That’s what they’re good at. It’ll be worse for all of us.”

Which alternative is best? As always, it depends on what you want to accomplish. Let’s look at the choices.

Alternatives A & B – in both cases, you strongly suggest to Mr. Sharp that he’s wrong, stubborn, and not very smart. If your goal is to feel superior to Mr. Sharp, this is a good strategy. On the other hand, if wish to persuade Mr. Sharp to your way of thinking, you’ve just shot yourself in the foot.

Alternative C – an appeal to authority can work in some situations. But not here. Many Brexit supporters think the authorities – better known as the elites – can’t be trusted. “They don’t care about us. They’ve sold us out. If they say we should stay, all the more reason to leave.” In this case, quoting the elites is self-defeating. (It’s probably a poor tactic in arguing with a Donald Trump supporter as well).

Alternative D – this is a rhetorical technique known as concession-and-shift. You begin by agreeing with the other person. In this case, you concede that Mr. Sharp is right. This makes you seem open-minded and reasonable (even if you’re not). Then you shift to new ground and bring in a different perspective. Since you’re open-minded, Mr. Sharp is more likely to be open-minded in return. He’s more likely to listen to your thoughts and understand your position. That’s the first step in persuading him to your point of view.

Concession-and-shift is a form of rhetorical jujitsu. You don’t push back. You don’t deny the other person’s position. You don’t try to humiliate the other side. Rather, you accept their position and move on. In its simplest form, you say, “You have a good point. But have you considered …”

Concession-and-shift can work in many different situations. It’s a useful tool to master and remember. And it helps us achieve the ultimate goal of rhetoric – to argue without anger.

Always Be Conversing

He was so young!

He was so young!

In the 1992 movie, Glengarry Glen Ross, Alec Baldwin played a very hard-nosed sales manager determined to teach a bunch of rookies how to sell. He used intimidation, fear, stress, and money as motivators. He didn’t believe in being nice. He believed in closing.

Baldwin also introduced a term that I’ve heard many times since: Always Be Closing or ABC. The idea is simple – you’re always looking for prospects, qualifying them, moving them through the sales process, and closing them. Then you start over. You’re like a shark – always moving, always eating.

Always Be Closing is associated with pushy, high-pressure sales tactics. You might find them in use at car dealerships or time-share condo conventions. We’re all familiar with them and we all profess to hate them.

Now what about nonprofits? Is Always Be Closing an appropriate technique for raising funds for a nonprofit organization? I don’t think so. For me, nonprofit fundraising is all about relationships. It’s about building for the long run, not closing in the short term.

So I’ve created a new ABC for non-profits: Always Be Conversing. A conversation, of course, has two parts: talking and listening. Always Be Conversing suggests that we’re always ready to talk about our nonprofit organization (NPO) and listen to our constituents’ needs. By conversing with constituents, friends, and our broader network of acquaintances, we build relationships. Over time, those relationships allow us – quite naturally – to ask for donations.

Always Be Conversing also implies that we actively seek out conversations. To create rich conversations, we need to prepare ourselves. Here are some pointers:

  • Always have a story – people love stories – they’re easy to understand, relatable, and memorable. When you tell a story, you’re not being a pushy sales person. Rather, you’re building relationships, awareness, and interest. Tip: focus on outputs, not inputs. If your NPO donated a million dollars for scholarships last year, that’s an input. It’s an interesting fact but not a story. On the other hand, if you can describe how your scholarships changed people’s lives, that’s the output of your investment. It’s also a memorable story that most people will be eager to hear.
  • Use conversation starters – how does anyone know that you’re passionate about your NPO? How does anyone know that you’re a source of information and assistance? The simplest way is to wear some identification. If you wear a lapel pin or a brooch or a jacket with your NPO’s logo on it, people can identify you and have a conversation. It can happen at random times, so always have a story ready.
  • Don’t ask, offer– my NPO is the National Multiple Sclerosis Society. When I wear my NMSS jacket to the grocery store, people frequently ask me about my connection to the Society. Then they often say, “My (wife, cousin, mother, neighbor, etc.) has MS.” I typically respond by saying, “How can I help?” As it happens, NMSS can help in a variety of ways, from insurance advice to exercise programs. But I’m also invoking the reciprocity principle – you’re more persuasive if you offer a favor before requesting a favor.

Over the coming weeks, I’ll write more about fundraising for nonprofits through story telling and relationship building. In the meantime, start telling your stories. You’ll be surprised at the impact you can have.

(My NPO is the National Multiple Sclerosis Society. If you need information about multiple sclerosis or help in dealing with it, just drop me a line. I want to Always Be Conversing).

 

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