How we change what others think, feel, believe and do

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Vivid self-persuasion

How do you persuade yourself? We often do, and perhaps always do. Others may provide the rationale, but we have to be persuaded, and a certain amount of conversation and self-talk is usually needed.

The problem gets trickier when it comes to art. How do you sell a painting? How do you persuade yourself that an abstract piece is good? The immediate reaction is often quite visceral. You like it or not. But can that be changed?

Researcher Ayumi Yamada asked students to explain out loud their reasons for liking or not two paintings -- one abstract, one representational. The reason for these is that abstract is harder to describe whilst representational art is of real things that can more easily be verbalised.

Later, the subjects who had been asked to praise the paintings were asked which was their favourite. Most preferred the representational art, presumably because it was easier to describe. This was confirmed when those who were asked to criticize both paintings were asked about their favourite: they chose the abstract art, again likely because it was easier to put criticism of the representational art into words.

This has big implications for changing minds -- first, getting people to talk about something increases the likelihood that they will change their beliefs to match. This is the consistency principle and is well-known. What this research adds is the imperative to make it easy for the person to accurately and vividly talk about the subject about which you want to persuade them.

Reference:
Yamada, A. (2009). Appreciating art verbally: Verbalization can make a work of art be both undeservedly loved and unjustly maligned. Journal of Experimental Social Psychology, 45 (5), 1140-1143

Friday 29-January-10

Illusory suddenness

I went to another great lecture recently at the wonderful RSA. This time there were two neuroscientists and two philosophers duking it out over free will and choice. The keynote was by Professor Patrick Haggard who told the story of the famous Libert experiment. Benjamin Libert conducted a simple but remarkable experiment in 1983 that still fascinates psychologists and neuroscientists. All he did was to ask people to press a big red button at any moment of their choosing. He also had their brains wired up so he could measure the electric potential across the scalp that indicated deeper neural machinations.

Libert's remarkable findings was that the brain shows activity about 200ms before we consciously think we have decided to press the button, with the tantalizing implication that our subconscious mind decides before our conscious kicks in. The frightening subsequent conclusion is that it's our subconscious that is driving the bus, and that maybe consciousness is some kind of illusion. Since 1983, scans with more sophisticated fMRI equipment have confirmed the finding, that conscious choice happens after the brain starts moving.

It made me wonder about how decisions appear. The language of decision-making implies that choice is a sudden, digital step-function, where we think thoughts and reach logical conclusions. But the brain is not a computer and, as Libert's graphs show, what is actually happening is a varying analogue of electrical potential that, when slowed down, can be experienced as an increasing pressure that leads to a realization and 'decision'. Our experience is limited by our ability to perceive the passage of time, and when we seem to make a sudden choice, it may just be that we cannot perceive a rapid rise in neural potential. It may thus be that the apparent suddenness of choice is illusory.

I got to ask a question and queried this point. I know I'd hit the button when they started nodding and an interesting debate ensued, including the whole question of illusion and the irreversibility of physical action.

It's nice when you think about something and the idea gets recognized as having some merit. I went home, feeling pleasantly chuffed and still pondering how my subconscious came quickly or slowly to the conclusion about illusory suddenness.

Friday 22-January-10

When to be angry

Is it ever good to be anger when you are trying to persuade others? Should you always keep your cool in changing minds? Whilst it is never a good idea to completely lose your rag, a display of anger can, if managed well, lead to a successful outcome.

An interesting study of anger in persuasion that throws light on this was done by Shlomo Hareli and colleagues. Subjects were shown videos of acted scenes where a person makes a complaint, getting angry and not, and in simple and ambiguous situations. What the found was that viewers thought getting angry was justified only in the ambiguous situation, for example where a technician had not anticipated an unusual problem.

My wife's a teacher and uses anger occasionally. She doesn't get really angry but puts on the act to gain attention to things like the need to work and being kind to others. She also knows that this is a silver bullet and cannot be used often. Children easily become acclimatised to loud teachers and it's often true in other areas of life.

Of course there's no place for real, hot anger, except perhaps where you are being physically attacked. Some people use it as a shield and a weapon: it makes them feel powerful when they usually do not, and in this way can act like an addictive drug. Such people do not persuade, though they may coerce. The down-side of course is that they also accumulate enemies who may seek subtle revenge.

So the lessons are clear: be sparing with anger, stay in control and focus it in ambiguous situations where you need to demonstrate importance.

Reference:
Hareli, S., Harush, R., Suleiman, R., Cossette, M., Bergeron, S., Lavoie, V., Dugay, G., & Hess, U. (2009). When scowling may be a good thing: The influence of anger expressions on credibility. European Journal of Social Psychology, 39 (4), 631-638

Friday 15-January-10

Working for tomorrow, luckily

These days, it's all about networking, sustaining social connection, doing favours and generally working to be a good egg on the general principle that (a) it's nice to help people, and (b) when you're in need someone out there will help you. It's always been this way, but the web has intensified the opportunity just as employment instability has intensified the need.

I've always worked like this and have been fortunate enough to stay employed in doing things I quite like doing.
There is a cost, however, and last weekend was typical: whilst going for a walk or two with my family and watching an occasional TV show, I spent most of the time on informal work (= not paid) that will hopefully help keep me in pocket at a later date. So what did this unremarkable weekend's work look like:

Wrote an article on stakeholder management for an auditing institute magazine and sent it off.
Wrote an article on communities of practice for a quality institute magazine and sent it off.
Finished a review of a book on leadership and sent it off.
Did some article summaries for a group of friends and sent them off.
Updated the changingminds.org website with ten new pages (some already written).
Did some link exchanges with other sites.
Read a part of a book manuscript for a friend.
Twittered for a bit.
Added some comments to LinkedIn discussion groups and joined some others.
Did assorted research in preparation for more pages in changingminds.org.
Ordered new security software (and a few more books, of course) from Amazon.
Wrote a white paper for discussion at work tomorrow.
Packed and labelled a bunch of orders for the Changing Minds book.
Read a computer rag and assorted web pages (just keeping up with things).

Oh yes, and wrote this blog in preparation for later publication. I've also ignored an open book on a web development system I'm investigating (Drupal), avoided chopping down part of a hedge that collapsed in the recent snows, agreed with my wife that there's a bit of a kitchen cabinet that needs screwing back, and not written anything on the next book I'm planning (Changing Minds: In Practice).

Phew. I'm not moaning here, by the way. It's all voluntary and I enjoy much of it (though sometimes it does get a tad tiring). What it does say, though, is that life is non-stop and success isn't free. It's been said that 'the harder you work, the luckier you get' and, by and large, I feel reasonably lucky.

Your comments

I know what you mean! I've been spending this weekend, also unremarkably, doing volunteer work for an organisation I'm responsible for (we supply computer software to charities, at-cost): but aside from the warm fuzzy feeling that altruism brings, there's a closer-to-home benefit in here, too: my work on this project for the last seven years or so has opened a number of doors for me in my vocational, voluntary, and social life that I might not otherwise have had (as well as giving me a huge network of contacts, and we all know how valuable networking can be).

-- Dan Q

Friday 08-January-10

East vs. West emotional expressions

If I smile you know I'm happy, but what if a Kalahari bushman drew back his lips and exposed his teeth at you? Do you do the same back? Do you look away or do you run for your life? The question of how universal emotional signals really is of deep interest to not only anthropologists but also neurologists who want to know what is hard-wired into our brains.

There is a body of evidence that shows yes, a number of emotions are common around the world, including smiling. But what about recognition of facial expressions?

Psychologist Rachael Jack and colleagues showed both Western and Asian people pictures of six core emotional expressions of happy, surprise, fear, disgust, anger and sadness. What they found was that that there is some difference in Eastern and Western interpretation of expressions, which calls into question prior research that supports universal expressions.

For example, East Asian subjects were less accurate at identifying disgust, easily mistaking it for surprise (and also mistaking fear for anger). A reason for this is that the Asians focused more on the eyes, whilst Western subjects spent more time looking at other parts of the face, including the mouth, where signals of disgust are most visible. It also implies that in East Asia, the eyes give sufficient evidence to allow accurate determination of disgust. Perhaps this comes from Eastern cultural norms that dictate a more muted expression of negative emotions than the more emotionally expressive Western culture.

For changing minds this indicates a careful warning: when interacting with people from other cultures, beware of subtle non-verbal misunderstandings.

Reference:
Jack, R., Blais, C., Scheepers, C., Schyns, P., & Caldara, R. (2009). Cultural Confusions Show that Facial Expressions Are Not Universal. Current Biology

Your comments

The title of the paper implies that the six core emotional expressions are not universal but it would appear that it is the interpretation that is problematic not the presentation. According to your text the differences in interpretation are due to different cultures focussing on different areas of the face.
The physical expressions are universal but the interpretations are culturally variable.

-- Richard Reid

Dave replies:
Good point, Richard. It does appear to be cultural variation overlaid on universal emotions.

I like the analysis, it is an eye-opener and guides a multi-cultural clinician in judging emotions holistically. Whole face not only parts.

-- Dr. Seddie Wilfred Alibusa

Friday 01-January-10

The Mask Theory of Eccentricity

I've blogged in the past about eccentricity, a topic that is of interest to more people perhaps than might admit it. In musing about the subject, I've come up with the 'Mask Theory of Eccentricity'. I've not done endless research on this, it's just conjecture, though I have studied psychology and hope that it makes useful sense.

The metaphor of wearing masks is not new and we wear them to protect our vulnerable inner true selves. We also need to fit in with society and so wear masks that project social conformance. Masks lie, however, hiding our true selves, albeit with fair purpose in protection and acceptance. They are useful in being largely-positive forms of coping mechanism that help us to handle the difficulties of social life.

My Mask Theory of Eccentricity identifies three styles of eccentricity: Ego, Fear and Truth. Although these are not mutually exclusive and any eccentric may have a combined reason for being so, many will tend more towards one basic driver of their eccentric ways.

None of these styles is bad, by the way. Eccentrics are human too and usually moderate how they behave so they do not harm others. Indeed, eccentrics can be popular as 'interesting people' and often have the advantage of tacit social permission to break more rules than 'normal' people.

The styles may also be deliberate or unconscious. The self-aware eccentric knows the effect they have on others and either adopts the eccentric mask for deliberate effect or does not mind how it affects others. Many eccentrics, however, do not realize the impact they are having and are either confused by the way others respond to them or are blind to the social effects of their eccentricity.

Ego

There is a pattern of eccentricity which is often (and wrongly) assumed as being so for all eccentrics, in which the person seems to have a large ego. People with a strong sense of self also have strong identity needs and eccentricity feeds this by allowing the person to stand out and be different from others. Being different may also get them attention that also boosts the ego. We tend to notice and remember people that stand out, and wearing an eccentric mask will, almost by definition, get attention.

Ego-eccentrics who also seek social acceptance need to be careful in sustaining this by being only moderately different: there is a fine line between difference that attracts and difference that repels. Some may even leverage their difference to take leadership roles, playing on the courage and outspokenness needed to adopt this position.

Fear

In the fear model of eccentricity, the eccentric also puts on a mask to become eccentric. They may dress differently or join fringe social groups or just act in unusual ways and seem on the outside to be larger than life, yet on the inside, they are timid and fearful. The mask of eccentricity acts as a distraction for them, rather than the attraction of the ego-eccentric, drawing away their own thoughts from their fears as they inhabit the seemingly outgoing persona. As a reversal of timidity, the strategy is also often very effective at fooling others into thinking the eccentric is happy and outgoing when they are really cringing inside.

Fear-based eccentricity can be particularly unnerving for others, when the person combines it with some of the more destructive coping mechanisms. Particularly when coupled with a demanding ego-eccentricity such characters can give true eccentrics a bad name.

Truth

The third style of eccentricity is fundamentally different to those based in ego and fear, although externally it can be initially difficult for others to understand this difference. In the truth style of eccentricity, the person becomes eccentric by taking off masks. They often know they need to wear masks for everyday social interactions and do not need to put on extra masks to boost their ego or hide their fear. When they get home and when they are with friends, they can show more of their true self which, unsurprisingly, is unique, nonconformist and generally quite delightful.

Masks are filters and we see the world through them. True eccentrics, in removing masks see more truth, which is another reason for taking down the facade. With an open curiosity and a disregard for rules in which they see no value, true eccentrics are fearless explorers. A conversation with a true eccentric is likely to be wide-ranging and may jump around from topic to topic as the butterfly of thought makes new connections.

The most natural of eccentrics wear few masks ever. What you see is what you get and who they are. They speak the truth as they see it and are comfortable in their own skin with little need for disguise. Curiously, such people are often liked and admired, as much because we want to be like them but are too fearful or caught up in ourselves to let go. True eccentrics who do not fear others are more accepting of them, including those of us who feel unable to expose our inner selves. This acceptance also contributes to the affection that true eccentrics receive.

Many of us still wear masks when we are with friends, and friendships can be based more in what we want or fear than concern for the real other person. True eccentrics have true friends who accept them for who they are, even if they do not conform.

As well as the likable eccentrics there are also the obnoxious ones who simply do not care what others think of them and seem to eschew masks or other pretence. These may be obsessive visionaries and some of our greatest artists and leaders have been this way. Others are really ego-eccentrics who care only for themselves or naked fear-eccentrics who respond to others with a fight-or-flight reaction.

I am a member of the London Eccentrics Club, which, in the great tradition of London clubs, is a friendly gathering of like-minded people. We are also different-minded true eccentrics who have no need or desire for the constraints of fear or ego. The idea of the club is that as you walk through the door you take off the mask and are accepted as you are, a gentle seeker of truth who delights in exploring new worlds with others of a similar ilk and with a healthy disregard for limiting rules.

Your comments

"Mask" or "Shield" ?

It is a dangerous world David, all creatures are resourceful.....sometimes the more vulnerable, the more resourceful.

Perhaps Psychological theory ought to be amended: "....fight or flight or mask(shield)..."???

The larger population is often intimidated by "eccentrics"... they(we) worry "what if they know something we don't??

Again, good article, great perspective.

-- Peter

Dave replies:
Hi Peter and thoughtful notes - thank you.

'Mask' is a term I've seen used elsewhere and it seems to work and resonate with people. A mask is a shield when it protects the person from attack. It is also a devices that projects a false persona.

Vulnerable people, especially when cornered (and they may feel that often) can indeed be resourceful and surprisingly aggressive when they see no other way out. They take off the mask of vulnerability and put on a tiger mask!

Yes, fight, flight, mask/shield -- all are ways of coping.

And yes also, anyone who is 'not like me' can be scary, even the gentler 'true' eccentrics who certainly do not intend to scare whilst just being themselves.

Friday 25-December-09

Traditions and time

It's Christmas Day and I'm full of turkey and sherry and sitting in the quiet of the kitchen after the maelstrom of presents, people and food. Our two children (28 and 20) both were here from last night and they still got a 'Santa's Sack' of small presents -- a family tradition that has yet to fade out -- though these days we sneak in the sack when we wake up and they are still out cold rather than trying to stay up later than them.

Traditions are interesting patterns in the way that we behave that often have limited rational reason, yet we keep them up as it gives us the comfort of familiar repetition. They are also ways of holding back the apparent passage of time, and perhaps by keeping up the Santa Sack we are trying to hang onto our children as children in some ways. Yet we also love them dearly and know we have to let live in their own time and find their own way.

Growing up and growing old are each new journeys, one out of the safety of childhood into the self-dependent responsibility of adulthood and the other out of endless work and towards an uncertain oblivion. Each has its challenges, though I'm finding growing older easy than growing up. I found difficulty thinking of myself as a man for many years, even though I was married with a mortgage at 23 and have worked hard to provide for my family. Perhaps sliding into old age might be easier, but I've not yet got to the stage of permanent ache and being surprised to wake up each day and find myself still here.

2010 is nearly on us. We're going to my sister's for the New Year's traditional transition -- this year into yet another new decade. Gosh how the time has flown.

If it is something you celebrate, do have a good seasonal break, with all its traditional festivities. And whether or not Christmas or New Year is significant for you,. do make the most of the time you have.

For more, see the ChangingMinds Blog! Archive or the Blogs by subject. To comment on any blog, click on the blog either in the archive or in the column to the right.

Best wishes,

Dave

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