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

Wrong Reason

Techniques > Resisting persuasion >  Wrong Reason

Method | Example | Discussion | See also

Method

Show that they are missing the point in that their argument is focused on the wrong area.

One way of doing this is to use chunking questions to get to a different level or to go up to the higher purpose and then down to the focus you are seeking.

Example

You're barking up the wrong tree. The real issue is customer safety, not crowd control.

We're talking as if the only issue is money. Great products come first. Money is what follows if you have things people really want.

Why are we doing this? What's the higher purpose? Growth. Right. So why are we talking about travel costs? We should be looking at international sales strategy.

Discussion

This is a great method for dismissing a good argument. If you can show that they are pointing in the wrong direction and talking about the wrong thing, then the whole argument becomes irrelevant.

A common use in business is to take it back to money, saying something like 'the real issue here is whether we can afford it.' Because money is so fundamental, bringing it up grabs attention and makes you sound more concerned with 'real' issues.

See also

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