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The One Concept You Need to Know to Strengthen Your Persuasion Skill

The One Concept You Need to Know to Strengthen Your Persuasion Skill

Have you noticed that certain people are more persuasive than others? Is it possible for us to improve our persuasion skills? Yes, you just need to master this technique: syllogistic reasoning. [1]

Let’s now take a look at how this technique works and how you can apply it in daily life.

What Exactly Is Syllogistic Reasoning?

Syllogistic reasoning is a form of deductive reasoning. If we look at the difference between deductive and inductive reasoning, we can see how the approach is flipped. Let’s compare this by way of an analogy. Inductive reasoning is much like an artistic painter who combines various colors together to form a painting. By contrast, deductive reasoning is like a sculptor removing material until the artist reveals what she wishes to portray.” [2]

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    So, what exactly is syllogistic reasoning?

    Syllogistic Reasoning means the use of syllogisms to deduce arguments that draw conclusions from two premises–a major one and a minor one. [3]

    Here’s an example of Aristotle’s Syllogism:

    • All humans are animals.
    • All animals are mortal.
    • Therefore, all humans are mortal.

    In this example, we have a logical argument in which a pair of sentences serve as the premises, where the third sentence is the conclusion. A syllogism can be labeled as valid if the premises are true, where it would follow that the conclusion is also true. [4]

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    How Mastering Syllogistic Reasoning Will Benefit You A Lot

    • Intelligence. In a 2011 study, researchers found a close association between syllogistic reasoning and intelligence. They found that syllogistic reasoning is key to our IQ. [5]
    • Objectivity. Researchers and mathematicians typically use syllogistic or deductive reasoning when testing whether a principle is true or not. The scientific method uses deduction to test hypotheses and theories. This provides them the advantage of objectivity and certainty. For example, when we say, “If X, then Y” demonstrates that Y is true if X is true. [6]
    • Not affected by new premises. In an inductive argument, when you find new evidence (premises) the argument is affected, where a deductive argument is not. Let’s look at an example. [7]
    • “Today, John said he likes Romona. So, John likes Romona today.” However, this statement is radically changed when we add a new premise. “John told Felipe today that he didn’t really like Romona.”

    But Beware of the Loopholes in Syllogistic Reasoning As Well…

    • Syllogistic fallacies. One of the advantages to syllogistic reasoning was objectivity. Recall the statement, “If X, then Y.” But what happens if X is not true? The following illustration demonstrates this perfectly.

      • Affirming the consequent. This is one of Aristotle’s 13 fallacies and is defined by assuming an “If Then” statement is commutative. Think in terms of mathematics, where one term operating on a second is equal to the second operating on the first (a x b = b x a). Here is an example: I am in London, England. I am in England, therefore I am in London. [8]

      3 More Techniques to Improve Your Persuasion Skills

      Use the Priming Technique

        Priming is described as a stimulus influencing a person’s future thoughts and actions. In essence, priming will either introduce something new or bring an old thought back to the surface of our subconscious. Here are three ways to use this technique: [9]

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        1. Be subtle with priming. Attempt to influence another person toward a desired outcome without them realizing it.
        2. When a thought pops into your mind out of nowhere during a conversation, try to think back to what triggered that thought. Did the other person use this technique against you?
        3. Use images if you have an implicit idea of what something should look like. Images can be used to help prime user actions. Essentially, we can draw something from nearly nothing because we have an idea of what it is. [10]

        Anchoring and Adjustment Heuristic

        Typically, we will base our decisions on known anchors (familiar positions). Adjustments will then be made using the anchor as the starting point. You can use this in two ways. [11]

        1. When negotiating, suggest the condition (or price). The ‘other party’ will typically base their counter relative to this condition (your anchor). Make sure you list your top choice first if you have to offer alternatives.
        2. Don’t fall victim to this if you are the ‘other party’. When they suggest a price (or condition), do not simply assume it is close to their actual price.

        Understanding Theory of Mind (ToM)

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          We form theories about the beliefs, values, and motivations of other people when interacting with (or thinking about) them. Typically, we make conjectures as to what they are feeling and thinking. In essence, we attempt to predict the intent of others. This is the Theory of Mind. Let’s look at the following example from Dr. Ashutosh Ratnam. [12]

          • Misunderstanding (Glove). A burglar who has just robbed a shop is making his getaway. As he is running home, a policeman on his beat sees him drop his glove. Key point: He doesn’t know the man is a burglar, he just wants to tell him he dropped his glove. But when the policeman shouts out to the burglar, “Hey you, Stop!”, the burglar turns around, sees the policeman and gives himself up. He puts his hands up and admits that he did the break-in at the local shop.

          Let’s look at two ways to use this to our advantage. [13]

          1. Recognize that our thoughts about what other people are thinking are simply thoughts. We can never know for certain what another person is actually thinking. So, make sure to test your assumptions prior to reacting.
          2. If someone has falsely judged you or created a false impression of who you are, ask them to describe their impression of you. See if you can pinpoint where this false impression originated.

          The most important piece of advice for improving your persuasion skills is to remain calm and keep a proper perspective at all times. We become vulnerable when we are emotional. Conversely, you can use emotion to your advantage. Think of a pinball machine where the player becomes frustrated and physically starts tilting the machine attempting to guide the pinball toward the flippers. In essence, strive to use a poker term referred to as “Tilt” and confuse your adversary. You will notice they will start using less than optimal strategies when they are angry and emotional.

          In the end, always keep a proper perspective.

          “If you change the way you look at things, the things you look at change.” – Wayne Dyer

          Reference

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          Dr. Jamie Schwandt

          Lean Six Sigma Master Black Belt & Red Team Critical Thinker

          How Cognitive Learning Benefits Your Brain 5 Proven Memorization Techniques to Make the Most of Your Memory 10 Best Brain Power Supplements That Will Supercharge Your Mind How to Upgrade Your Critical Thinking Skills and Make Smart Choices How to Reprogram Your Brain Like a Computer And Hack Your Habits

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          Last Updated on October 15, 2019

          Is Procrastination Bad? The Truth About Procrastination Revealed

          Is Procrastination Bad? The Truth About Procrastination Revealed

          Procrastination is very literally the opposite of productivity. To produce something is to pull it forward, while to procrastinate is to push it forward — to tomorrow, to next week, or ultimately to never.

          Procrastination fills us with shame — we curse ourselves for our laziness, our inability to focus on the task at hand, our tendency to be easily led into easier and more immediate gratifications. And with good reason: for the most part, time spent procrastinating is time spent not doing things that are, in some way or other, important to us.

          There is a positive side to procrastination, but it’s important not to confuse procrastination at its best with everyday garden-variety procrastination.

          Sometimes — sometimes! — procrastination gives us the time we need to sort through a thorny issue or to generate ideas. In those rare instances, we should embrace procrastination — even as we push it away the rest of the time.

          Why we procrastinate after all

          We procrastinate for a number of reasons, some better than others. One reason we procrastinate is that, while we know what we want to do, we need time to let the ideas “ferment” before we are ready to sit down and put them into action.

          Some might call this “creative faffing”; I call it, following copywriter Ray Del Savio’s lead, “concepting”.[1]

          Whatever you choose to call it, it’s the time spent dreaming up what you want to say or do, weighing ideas in your mind, following false leads and tearing off on mental wild goose chases, and generally thinking things through.

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          To the outside observer, concepting looks like… well, like nothing much at all. Maybe you’re leaning back in your chair, feet up, staring at the wall or ceiling, or laying in bed apparently dozing, or looking out over the skyline or feeding pigeons in the park or fiddling with the Japanese vinyl toys that stand watch over your desk.

          If ideas are the lifeblood of your work, you have to make time for concepting, and you have to overcome the sensation— often overpowering in our work-obsessed culture — that faffing, however creative, is not work.

          So, is procrastination bad?

          Yes it is.

          Don’t fool yourself into thinking that you’re “concepting” when in fact you’re just not sure what you’re supposed to be doing.

          Spending an hour staring at the wall while thinking up the perfect tagline for a marketing campaign is creative faffing; staring at the wall for an hour because you don’t know how to come up with a tagline, or don’t know the product you’re marketing well enough to come up with one, is just wasting time.

          Lack of definition is perhaps the biggest friend of your procrastination demons. When we’re not sure what to do — whether because we haven’t planned thoroughly enough, we haven’t specified the scope of what we hope to accomplish in the immediate present, or we lack important information, skills, or resources to get the job done.

          It’s easy to get distracted or to trick ourselves into spinning our wheels doing nothing. It takes our mind off the uncomfortable sensation of failing to make progress on something important.

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          The answer to this is in planning and scheduling. Rather than giving yourself an unspecified length of time to perform an unspecified task (“Let’s see, I guess I’ll work on that spreadsheet for a while”) give yourself a limited amount of time to work on a clearly defined task (“Now I’ll enter the figures from last months sales report into the spreadsheet for an hour”).

          Giving yourself a deadline, even an artificial one, helps build a sense of urgency and also offers the promise of time to “screw around” later, once more important things are done.

          For larger projects, planning plays a huge role in whether or not you’ll spend too much time procrastinating to reach the end reasonably quickly.

          A good plan not only lists the steps you have to take to reach the end, but takes into account the resources, knowledge and inputs from other people you’re going to need to perform those steps.

          Instead of futzing around doing nothing because you don’t have last month’s sales report, getting the report should be a step in the project.

          Otherwise, you’ll spend time cooling your heels, justifying your lack of action as necessary: you aren’t wasting time because you want to, but because you have to.

          How bad procrastination can be

          Our mind can often trick us into procrastinating, often to the point that we don’t realize we’re procrastinating at all.

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          After all, we have lots and lots of things to do; if we’re working on something, aren’t we being productive – even if the one big thing we need to work on doesn’t get done?

          One way this plays out is that we scan our to-do list, skipping over the big challenging projects in favor of the short, easy projects. At the end of the day, we feel very productive: we’ve crossed twelve things off our list!

          That big project we didn’t work on gets put onto the next day’s list, and when the same thing happens, it gets moved forward again. And again.

          Big tasks often present us with the problem above – we aren’t sure what to do exactly, so we look for other ways to occupy ourselves.

          In many cases too, big tasks aren’t really tasks at all; they’re aggregates of many smaller tasks. If something’s sitting on your list for a long time, each day getting skipped over in favor of more immediately doable tasks, it’s probably not very well thought out.

          You’re actively resisting it because you don’t really know what it is. Try to break it down into a set of small tasks, something more like the tasks you are doing in place of the one big task you aren’t doing.

          More consequences of procrastination can be found in this article:

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          8 Dreadful Effects of Procrastination That Can Destroy Your Life

          Procrastination, a technical failure

          Procrastination is, more often than not, a sign of a technical failure, not a moral failure.

          It’s not because we’re bad people that we procrastinate. Most times, procrastination serves as a symptom of something more fundamentally wrong with the tasks we’ve set ourselves.

          It’s important to keep an eye on our procrastinating tendencies, to ask ourselves whenever we notice ourselves pushing things forward what it is about the task we’ve set ourselves that simply isn’t working for us.

          Featured photo credit: chuttersnap via unsplash.com

          Reference

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