Influencing others using any means other than reasoning from the merits of the issue at hand can lead organizations away from their own objectives. That's why knowing how to recognize how people use cognitive biases to influence others is a valuable skill. When we notice such attempts, we're better able to limit the effects of manipulation. With this in mind, let's explore a technique of influence that derives its power from cognitive biases. That technique is the use of novel, sophisticated, or subtle argument.
I'll use the name Aristotle for the Advocate, and Carneades for the Skeptic. Aristotle is trying to persuade Carneades of something; Carneades is dubious. Let's say that Aristotle's argument is difficult to grasp, sophisticated, and wrapped in subtlety, but it's solid nevertheless. As Carneades listens and engages, he has a learning experience. He finds himself in the student role under Aristotle's tutelage. When he finally understands Aristotle's point, he has a sense of intellectual achievement: "Ah! I get it."
Several cognitive biases can help Aristotle as he persuades Carneades. Let's consider three.
- Confirmation Bias
- Confirmation Bias is our tendency to emphasize and remember information that confirms our preconceptions. Carneades, like most of us would, has a preconception — he believes that he is highly capable intellectually. After he finally understands what Aristotle is saying, he has an incentive to accept the argument, to be persuaded. His success in understanding Aristotle's difficult-to-grasp argument confirms Carneades in his belief in his own intellectual prowess.
- The Focusing Illusion
- The Focusing Illusion is Some attempts to influence others
succeed not on the basis of
the merits of the argument, but
because they manipulate peoplethe tendency to overvalue one aspect of a situation relative to its importance. Thus, if Carneades invests significant effort in grasping Aristotle's argument, and if he succeeds, he will have an incentive to place more emphasis on that evidence than might otherwise be appropriate. In effect, he tends to want to justify the effort invested in grasping Aristotle's claims, by overvaluing their importance. The difficulty of grasping the novel or subtle argument can thus enhance the Focusing Illusion.
- The Halo Effect
- The Halo Effect, generalized a bit, is the tendency for our assessment of one attribute of a person, situation, or thing, to influence our assessment of the item's other attributes. Thus, an unusually attractive person is often judged as unusually trustworthy; an unusually well designed Web site is assessed as unusually credible. With regard to the novel argument Aristotle presents, his role as "tutor" tends to cause Carneades to admire Aristotle's intellectual powers. This leads Carneades to evaluate Aristotle's argument as more plausible than the argument itself might otherwise justify, because the "halo" of Aristotle's sophisticated argument bestows credibility on Aristotle, which, in turn, makes the argument more credible.
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More articles on Devious Political Tactics:
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- In some groups, disagreeing with the majority, or disagreeing with the Leader, can be a personally expensive
act. Here is Part I of a set of tactics used by Leaders who choose not to tolerate dissent.
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- Unethical Coordination
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What's the nature of that conflict, and what ethical breaches can occur?
- Narcissistic Behavior at Work: VIII
- Narcissistic behavior at work can have roots in attitudes and beliefs. Understanding which attitudes
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Forthcoming issues of Point Lookout
- Coming March 27: Stone-Throwers at Meetings: II
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- When we're presented with an opportunity that seems too good to be true, as the saying goes, it probably is. Although it's easy to decline free vacations, declining career opportunities is another matter. Here's a look at indicators that a career opportunity might be a career trap. Available here and by RSS on April 3.
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- The Power Affect: How We Express Our Personal Power
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