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16: Tali Sharot | Unpacking the Science of the Influential Mind
The Jordan Harbinger Show
Focusing on Common Ground for Persuasion
Starting a discussion by emphasizing common beliefs and motivations increases the likelihood of the other party listening. Emphasizing shared beliefs can lead to more effective persuasion than focusing on disagreements. In a study at UCLA, convincing parents hesitant about vaccinating their kids was successful by highlighting the benefits of vaccines in preventing deadly diseases, a point they could agree on, instead of engaging in arguments about vaccination and autism.
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