The method of the French philosopher Blaise Pascal from the 17th century is still recognized by psychologists as an effective way to change an interlocutor's opinion without causing conflict.
The History of Discovery
French mathematician, physicist, mechanic, and philosopher Blaise Pascal proposed a way to encourage a person to change their mind three centuries before psychologists began studying the influence of persuasion.
Pascal wrote:
"When we want to convince someone by proving that they are deeply mistaken, we must adhere to a certain tactic. It is important to understand the angle from which the other person views the issue at hand. It is important to acknowledge that if one looks at things from their angle, they are certainly right. A person will be satisfied with our words, as no one likes to be wrong. At the same time, they will recognize that they indeed did not consider all sides of the issue and will ponder them. We will achieve a situation where no one feels offended: after all, no one can see absolutely all sides. And the fact that they are right 'from their bell tower' is pure truth."
"People are generally better persuaded by reasons they discovered themselves than by those given to them by others."
How the Method Works
In simple terms, Pascal advised first to acknowledge where the interlocutor is right. Then gently lead them to the thought you want to convey, so they believe they arrived at it on their own.
Arthur Markman, a psychology professor at the University of Texas, confirms:
"To make someone change their mind, first assure them that they are absolutely right. This will calm the person and remove the opportunity to stubbornly reject any arguments. If you start persuading with the phrase 'you are wrong,' the first reaction will be: 'I don’t want to cooperate.' But if you start with: 'I agree, your remarks are reasonable,' you signal a willingness to cooperate. After that, you can express your thoughts, which the interlocutor is likely to accept as 'common.'"
Markman emphasizes that the interlocutor should feel that no one is forcing them to change their mind. If a person arrives at an idea on their own, it is easier for them to accept and take pride in it, unlike a situation where an external authority imposes a belief.
Conclusion
Blaise Pascal's method, which is over 350 years old, still works: first, we acknowledge the interlocutor's correctness, and then we gently lead them to the desired thought so that they accept it as their own.
Source: "Secrets of the Universe"
