Title :
How to change their minds
Author_Institution :
Communications, Center for Leadership Development, Washington, DC 20062; address correspondence to 3901 36th Court, #D103, W. Palm Beach, FL 33407
fDate :
3/1/1980 12:00:00 AM
Abstract :
To persuade others to change their opinion or behavior is not a simple matter of giving them instructions to change. One should learn the reasons a person has for holding a “mistaken” idea. Probe for insight into the person´s beliefs or acts. Seek to understand, not to win a point. Present new data as speculation. Use stories to shape ideas and information. Ask a question. Use an analogy. Be patient.
Journal_Title :
Professional Communication, IEEE Transactions on
DOI :
10.1109/TPC.1980.6501794
