INFLUENCING BEHAVIORS: WHY FACTS DON’T ALTER MINDS

“The most difficult subjects can be explained to the most slow-witted man if he has not formed any idea of them already; but the simplest thing cannot be made clear to the most intelligent man if he is firmly persuaded that he knows already, without a shadow of doubt, what is laid before him.”- Leo Tolstoy.

Why don’t facts change our minds? And why would someone continue to believe a false or inaccurate idea anyway? How do such behaviors serve us?

The Logic of False Beliefs

Humans need a reasonably accurate view of the world in order to survive. If our model of reality is wildly different from the actual world, then we struggle to take effective actions each day. However, truth and accuracy are not the only things that matter to the human mind. Humans also seem to have a deep desire to belong.

“Humans are herd animals. We want to fit in, to bond with others, and to earn the respect and approval of our peers. Such inclinations are essential to our survival. For most of our evolutionary history, our ancestors lived in tribes. Becoming separated from the tribe—or worse, being cast out—was a death sentence.”- James Clear – Atomic Habits

Understanding the truth of a situation is important, but so is remaining part of a tribe. While these two desires often work well together, they occasionally come into conflict. In many circumstances; social connection is actually more helpful to our daily life than understanding the truth of a particular fact or idea. People are embraced or condemned according to their beliefs, so one function of the mind may be to hold beliefs that bring the belief-holder the greatest number of allies, protectors, or disciples, rather than beliefs that are most likely to be true.

We don’t always believe things because they are correct. Sometimes we believe things because they make us look good to the people we care about.If a brain anticipates that it will be rewarded for adopting a particular belief, it’s perfectly happy to do so, and doesn’t much care where the reward comes from. False beliefs can be useful in a social sense even if they are not useful in a factual sense. For lack of a better phrase, we might call this approach “factually false, but socially accurate.”  When we have to choose between the two, people often select friends and family over facts.

This insight not only explains why we might hold our tongue at a dinner party or look the other way when our parents say something offensive, but also reveals a better way to change the minds of others.

Facts Don’t Change Our Minds. Friendship Does.

Convincing someone to change their mind is really the process of convincing them to change their tribe. If they abandon their beliefs, they run the risk of losing social ties. We can’t expect someone to change their mind if we take away their community too. We have to give them somewhere to go. Nobody wants their worldview torn apart if loneliness is the outcome.The way to change people’s minds is to become friends with them, to integrate them into our tribe, to bring them into our circle. Now, they can change their beliefs without the risk of being abandoned socially.

The British philosopher Alain de Botton suggests that we simply share meals with those who disagree with us. Sitting down at a table with a group of strangers has the incomparable and odd benefit of making it a little more difficult to hate them with impunity. Prejudice and ethnic strife feed off abstraction. However, the proximity required by a meal – something about handing dishes around, unfurling napkins at the same moment, even asking a stranger to pass the salt – disrupts our ability to cling to the belief that the outsiders who wear unusual clothes and speak in distinctive accents deserve to be sent home or assaulted. Perhaps it is not difference, but distance that breeds tribalism and hostility. As proximity increases, so does understanding. Facts don’t change our minds. Friendship does.

The Spectrum of Beliefs

The people who are most likely to change our minds are the ones we agree with on 98 percent of topics. If someone we know, like, and trust believes a radical idea, we are more likely to give it merit, weight, or consideration. But if someone wildly different than us proposes the same radical idea, well, it’s easy to dismiss them as a crackpot.

One way to visualize this distinction is by mapping beliefs on a spectrum. If we divide this spectrum into 10 units and we find ourselves at Position 7, then there is little sense in trying to convince someone at Position 1. The gap is too wide. When we are at Position 7, our time is better spent connecting with people who are at Positions 6 and 8, gradually pulling them in our direction.

The most heated arguments often occur between people on opposite ends of the spectrum, but the most frequent learning occurs from people who are nearby. The closer we are to someone, the more likely it becomes that the one or two beliefs we don’t share will bleed over into our own mind and shape our thinking. The further away an idea is from our current position, the more likely we are to reject it outright.When it comes to changing people’s minds, it is very difficult to jump from one side to another. We can’t jump down the spectrum – we have to slide down it.

Any idea that is sufficiently different from our current worldview will feel threatening. And the best place to ponder a threatening idea is in a non-threatening environment. As a result, books are often a better vehicle for transforming beliefs than conversations or debates. In conversation; people have to carefully consider their status and appearance. They want to save face and avoid looking stupid. When confronted with an uncomfortable set of facts, the tendency is often to double down on their current position rather than publicly admit to being wrong. Books resolve this tension. With a book, the conversation takes place inside someone’s head and without the risk of being judged by others. It’s easier to be open-minded when you aren’t feeling defensive.

Arguments are like a full-frontal attack on a person’s identity. Reading a book (or a text/email/letter) is like slipping the seed of an idea into a person’s brain and letting it grow on their own terms. There is enough wrestling going on in someone’s head when they are overcoming a pre-existing belief. They don’t need to wrestle with you too.

Why False Ideas Persist

There is another reason bad ideas continue to live on, which is that people continue to talk about them. Silence is death for any idea. An idea that is never spoken or written down dies with the person who conceived it. Ideas can only be remembered when they are repeated. They can only be believed when they are repeated.

People also repeat bad ideas when they complain about them. Before we can criticize an idea, we have to reference that idea. We end up repeating the ideas we are hoping people will forget—but, of course, people cannot forget them because we keep talking about them. The more we repeat a bad idea, the more likely people are to believe it.

Each time we attack a bad idea, we are feeding the very monster we are trying to destroy. Our time is better spent championing good ideas than tearing down bad ones. The best thing that can happen to a bad idea is that it is forgotten. The best thing that can happen to a good idea is that it is shared.

What Is The Goal?

There are instances when it is useful to point out an error or criticize a bad idea. But we have to ask ourselves, “What is the goal?” Presumably, we want to criticize bad ideas because we think the world would be better off if fewer people believed them. In other words, we think the world would improve if people changed their minds on a few important topics.If the goal is to actually change minds, then, criticizing the other side may not be the best approach.

Most people argue to win, not to learn. People often act like soldiers rather than scouts. Soldiers are on the intellectual attack, looking to defeat the people who differ from them. Victory is the operative emotion. Scouts, meanwhile, are like intellectual explorers, slowly trying to map the terrain with others. Curiosity is the driving force. If we want people to adopt our beliefs, we need to act more like a scout and less like a soldier. Are we willing to not win in order to keep the conversation going?

Be Kind First, Be Right Later

“Always remember that to argue, and win, is to break down the reality of the person you are arguing against. It is painful to lose your reality, so be kind, even if you are right.”- Haruki Murakami

When we are in the moment, we can easily forget that the goal is to connect with the other side, collaborate with them, befriend them, and integrate them into our tribe. We are so caught up in winning that we forget about connecting. It is easy to spend our energy labelling people rather than working with them.The word “kind” originated from the word “kin.” When you are kind to someone it means you are treating them like family. Develop a friendship. Share a meal. Be Kind.

**Source Credits: 1)  Language, Cognition, and Human Nature: Selected Articles by Steven Pinker.   2) Religion for Atheists by Alain de Botton.  3) “Why you think you’re right — even if you’re wrong” by Julia Galef.

Content Curated By: Dr Shoury Kuttappa.

PERSONALITY TRANSFORMATIONS: MYTHS ON ALTERING PERSONALITY TYPES

We tend to think that we are who we are and there is not much we can do about that. But the fact is, we choose our personality and who we are. Our personality is shaped by the choices we make over time. One of the most frequent questions in personal development probably is “Can I change my personality type?” According to most personality type theories, the person’s type is inborn and does not change. However, people can develop traits and habits that differ or even directly contradict the description of their type.

An example may help us understand better. Suppose lights in the room suddenly go off and we are in complete darkness. We may be able to navigate our way to the door, but which of our senses will come into play? Touch? Hearing? Smell? It would be anything but vision, our preferred sense. As soon as the lights come back on, we will switch back to using vision again as it makes it much easier to navigate around the room.

The way our personality works is quite identical. The environment we are in shapes our personality in a certain way, forcing us to develop traits and habits that might be foreign to our type. For instance, if we are naturally casual and spontaneous, but our work schedule is very structured and our manager is obsessive about schedules, our preferences are likely to change. However, we will probably switch back as soon as we leave that job. The same rule applies to other traits as well.

Here it is important to consider that sociability is often confused with extraversion, just like shyness is confused with introversion – this is a common oversight when it comes to deliberating personality types. While extraverted people naturally find it easier to talk to other people (they gain energy when they do this), there are many shy or solitary people among them. Conversely, introverted types lose energy when they communicate with others, but you would be able to find many eloquent individuals in that group.

Does personality stay the same from birth for the rest of your life, or can it be changed? For decades personality was considered as unmalleable as concrete – who we were at age 15 is who we would be at age 75. But within the last 20 or so years, as cognitive and behavioural sciences have evolved, we have come to see personality as at least marginally changeable, and possibly much more so. While certain personality elements remain stable over time, others change in distinct ways.  In other words, personality is both relatively stable and changeable, and the degree of change is specific to each person. As to what influences personality stability or malleability, both genetics and environmental factors play lead roles.

The relatively new wrinkle in this understanding is epigenetic influence, in which genes for certain factors may be “switched on” by environmental influences. What this means is that when it comes to personality change, we should not compare ourselves to others.  Our especially likable and gregarious friend in middle school is still probably going to be more likable and gregarious than most people we know in mid-life. What matters is how much we have changed – and that is very much a person-specific evaluation.

Personality tests can be part of the problem. They are like a frame in a movie—just a part of the story of our life. They tell us where we are and, in that way, they are very valuable. Personality tests are self-reported. Our view of ourselves is constantly changing based on our current focus, context, and emotions. 

Another aspect to consider is that anyone who has ever done something great with their life has had to transform themselves from who they are to who they became. They had to act accordingly beyond their current personality and circumstances to eventually do what they did and become who they became.

In this aspect, some fallacies (untruths) that limit our growth and potential are:

Fallacy #1: Personality Can Be Categorized into “Types”.

This states that the way we react to life is just “who we are,” and we should accept it, and not try to change it, and we could not if we tried. Even if those traits are limitations, there is nothing we can do about it.

There are no personality types that lock us into a way of being. These labels we take on tend to excuse us from taking personal responsibility for the behavioral outcomes we experience. We can shape our personalities to serve our goals. Our personality should come from our goals. Our goals should not come from our personality.

Fallacy #2: Personality Is Innate and Fixed

Our personalities change over time. Who do we want to be in the future is more important than who you are now, and should actually inform who we are now. Our intended future self can direct our current identity and personality far more than our former self can. We can use our future self as the filter for developing our personality in the present. Our future self can be evolved and different from our current self. Successful people start with a vision of their future self and use it as the filter for everything they do.

Fallacy #3: Personality Comes from Our Past

The idea that we are defined by our past or that the past is the best predictor of our future is true, but not because we cannot change. We simply have not for another reason.

Four reasons that keep people stuck in their past may be:

Past events can inform and change our present and future because we are learning from them. If not, we short-change our future. How we describe, interpret, and identify with our past has far more to do with where we are, here and now, than it has to do with our actual past.

Fallacy #4: Personality Must Be Discovered

Our personality, like our passion, is created by us and not discovered. It is designed. It is a by-product of the decisions we make. What we fail to understand sometimes is that inspiration follows action, not the other way around. Unless and until we take action, our confidence and imagination will remain low. We need to decide what we want and begin moving forward. With progress—even minuscule progress—our clarity and confidence will increase, opening the door for greater flexibility and change.

Fallacy #5: Personality Is Our True and “Authentic” Self

Our “authentic self” is a moving target, especially if we are of the kind to explore possibilities and are growing. To define ourselves with a fixed, authentic self is self-limiting and rigid. It lacks imagination and a growth mindset. Our authentic self is what we most believe in and who we aspire to be. Moreover, our authentic self is going to change. Being authentic is about being honest, and being honest is about facing the truth, not justifying our limitations.

The Gap and the Gain

When we are in the gap, we cannot enjoy or comprehend the benefits in our life. All we are focused on is why something was not how we thought it should have been. For instance, we might live in a great house. But if we are in the gap, then all we might see is what is wrong with our house. We may have an amazing partner but only see what we believe to be wrong or missing in them.

As we get older, we tend not to put ourselves into new contexts, so our personality becomes predictable. We get into our comfort zones. We see consistency in everyday life because of the power of the situation. Putting ourselves in new environments, around new people, and taking on new roles is one of the quickest ways to change our personality, for better or worse.

To conclude, our basic personality type cannot change – however, we can change the aspects of your personality that we are unhappy with. By doing this we will strengthen our shadow traits and become a more well-rounded individual, even though our dominant traits will still remain the same. Such a change could be triggered by either the environment we are in or our own will – to each his own.

**Source Credits: Parts adapted from The Book:- Personality Isn’t Permanent By Benjamin Hardy

Content Curated By: Dr Shoury Kuttappa.