In his article, “The Necessary Art of Persuasion”, Jay Conger mentioned that persuasion is NOT about selling or persuading; rather, it is a learning and negotiating process. Good persuaders use and listen to continuous and active conversations (or arguments) to learn about their audience and consist of different opinions into a shared conclusion. In the movie “12 Angry Men”, juror number 8 (Henry Fonda) was unsure if proof presented against a young defendant in court left reasonable doubt for a guilty conviction.
The other jurors thought the provided realities and the defendant’s background warrants a guilty conviction. The motion picture demonstrated how juror number 8 persuasively got the other jurors to review each fact realistically, which led to a consentaneous not guilty choice. Conger noted four important actions use in efficient persuasion. The actions will be utilize to evaluate juror number 8 persuasion approach. The first essential action is developing credibility with an audience. Conger noted that persuaders, to get support for an idea, need to develop trust and self-confidence with their audience.
A person can be persuasive by having a comprehensive understanding and understanding of a topic OR relationships with individuals who rely on the individual’s intentions. This is a crucial initial step because individuals are allowing the persuader to convince them and are devoting time and resources towards the concept. Trust is important. An audience needs to see and understand if the persuader can perform sound judgment honestly. In the film, juror number 8 displayed an ability to understand real realities from questionable facts realistically and sensibly when ask about the proof provided throughout the trial.
His character– unlike juror number 3, who was excitable in an unfavorable method– was calm, approachable and straightforward. He listened to each juror’s opinions about the murder case and spoke respectfully and openly about the problem of evidence to juror number 2 (bank teller). Juror number 8 gained credibility and trust from the other jurors utilizing his character. The 2nd vital step is framing arguments properly. It is crucial to identify the tangible advantages and worths that actually matters to individuals being encourage.
Effective persuaders consider what is very important to an audience and lays his/her position to match common ground with the audience. This is a give-and-take process. Effective persuaders likewise utilize testaments, past and present research study, etc and readjust their argument to make them attracting their audience. Persuaders should know an audience well enough to know what will catch their instant and continued attention. Juror number 8 remained in a circumstance where there is no commonalities in between him and the other jurors.
All are from diverse backgrounds and annoyingly combined to ponder the truths in an open-and-shut murder trial. Juror number 8, wishing to “just talk”, kept reconsidering and changing his position with the other juror’s positions about the offender till a typical was reach in the deliberation. Again, this is a give-and-take procedure and works if properly done right. The third important step is presenting evidence to an audience. Conger mentioned that proof alone will not encourage an audience to support a position or a concept.
Proof can appear too abstract and not entirely useful. Persuaders, Conger noted, utilize stories, metaphors, analogies, examples, etc and use brilliant language skillfully to paint an engaging big picture of their perspective. This technique is much more effective than specifying realities in persuasion. In the film, juror number 8 used different testaments from specific jurors to pick apart each piece of proof to support his argument for affordable doubt. He utilized juror number 9 (old guy) insights about the old guy’s motives, and juror number 6 (painter) and his own experience hearing train sounds.
The old male, looking for attention for the first time, assumed he heard voices. His intentions and whether or not he actually heard voices are doubtful. He likewise used jurors’ number 4 (stock broker), 9 and 12 (ad guy) remarks about indentations on the 45 years of age woman’s nose, suggesting she used spectacles. The woman’s vision is questionable and she is not a reputable witness. The other jurors’ testimonies offered a clearer and more convincing argument for affordable doubt. The 4th important action is linking mentally to a belief and with the audience.
Excellent persuaders walk along a great line balancing a strong dedication to a perspective (i. e., belief) and not getting mentally carried away. If well balanced appropriately, an audience will see and think the sincerity in a persuader’s message. Excellent persuaders also know the state of mind of their audience. Conger stated that reliable persuaders “have a strong and accurate sense of their audience emotional state … and adjust the tone of their argument appropriately.” Persuaders gets a feel of their audience by listening to and collecting information from side conversations, or asking people with better insights about the audience’s mood.
Excellent persuaders continuously evaluate their audience’s behavior and utilize the correct tone in messages to match what the audience is feeling or expecting. Juror number 8 practically distanced himself from the other jurors. As he did, he listened to side conversations in the room, and observed the mood and temperament of each juror. He connected with each one accordingly and specifically. Juror number 3 (messenger service owner), for instance, is really vocal and loose tempered. Juror number 8 approached him directly and firmly.
He spoke respectfully and candidly about the concern of evidence to juror number 2 (bank teller), who is shy and quickly convinced by other viewpoints. Juror number 8 constantly kept examining this audience– the 11 other jurors. Juror number 8 broadly demonstrated Jay Conger’s important actions to convincing individuals. In the motion picture, he generally utilized persuasion faults by the other jurors to reinforce his position and to change their minds. And he kept studying and analyzing what the other jurors were saying about the facts. Persuasion is certainly a learning and working out process, and understanding your audience is half the fight.