How we change what others think, feel, believe and do
Epistemological Weighting Hypothesis
We gain knowledge in two ways:
(a) By ourselves, by both active trial and error and passive observation.
(b) Through others, by communication and observation.
When our views differ from the group’s view, these conflict with one another. The degree to which we will conform with the group norms depends on the weighting we place between personal and social knowledge.
Find the weighting that other person uses and play to it. For example, if they are biased towards social knowledge, then talk about what other people have done.
Know your own preference. Beware of people who play too much to it.