In this engaging discussion, Steve Martin, author of "Messengers: Who We Listen To, Who We Don't, and Why," reveals the intricate dynamics of communication. He explains how the messenger often overshadows the message itself, especially in our reputation-driven society. Listeners learn the difference between hard and soft messengers, along with the qualities that make them effective. Steve also shares insights on leveraging attractiveness, warmth, and vulnerability to enhance persuasion and foster stronger connections.
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question_answer ANECDOTE
Michael Burry's Cassandra Complex
Michael Burry, an early predictor of the 2008 financial crisis, was initially ignored due to his awkward communication style.
Despite having accurate insights, his lack of "Wall Street" polish hindered his message's reception.
insights INSIGHT
The Messenger as a Mental Shortcut
In today's information-saturated world, we use messengers as mental shortcuts to filter information.
We link messenger and message, prioritizing who speaks over what's said, even if the link is illogical.
insights INSIGHT
Hard vs. Soft Messengers
"Hard messengers" persuade through status and authority, seeking to rise above their audience.
"Soft messengers" connect through warmth and vulnerability, aiming to get along with their audience.
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Stephen Martin and Joseph Marks delve into the psychology behind why we listen to some individuals and not others, highlighting the importance of the messenger's traits such as socio-economic status, competence, and charisma. The book examines how these factors influence our perception of messages in various contexts, including politics and business.
Some cultural observers have posited that we're moving from an information economy to a reputation economy. There's so much information to sort through, that figuring out which bits to pay attention to has come to increasingly rely on what we think of the person delivering them. We privilege the messenger over the message.
But how exactly do we decide which messengers to listen to or not? What draws us to particular messengers and causes us to tune out others?
My guest has spent his career researching, lecturing, and writing about the answers to these questions and he shares his insights in a new book. His name is Steve Martin and he's the author of Messengers: Who We Listen To, Who We Don't, and Why. In the first half of our conversation, we unpack why it is that the messenger matters so much, and how people can manipulate these factors in unethical ways to peddle messages and influence that may not be credible. We then shift into how you can also leverage these neutral tools in ethical ways to make yourself more persuasive and ensure your ideas get heard. Steve explains that there are two types of persuasive messengers -- hard and soft -- and walks us through the qualities embodied by each. We discuss the different ways a person can become an effective hard messenger, including competence, dominance, and attractiveness, and what makes a soft messenger persuasive, including warmth, vulnerability, and charisma -- the latter of which incorporates a trait you may not have previously associated with being charismatic. We end our conversation discussing when you should use a hard vs. soft approach as you seek to lead and share your message.
The Art of Manliness 