What are they thinking? Part 2: Speaking the same language

Last week, I wrote about the importance trying to understand the reasoning used by people who do things that seem inexplicable within our own reasoning schemes. I used two examples, one of a scholar struggling to communicate with her advisor, the other of the Democratic bewilderment at the behavior of GOP voters (who supposedly vote against their own best interests). That previous post wasn’t necessarily focused in reaching some point, but I suppose that I might summarize it as follows: people’s decisions are made with respect to their own sets of reasons; the fact that some decision seems unreasonable to you, implies that you do not understand the reasoning that guided the decision. Advisors want their students to graduate, and people vote for what they perceive to be their own best interests. Assuming anything else is silly.

People are sometimes wrong about their beliefs, and people sometimes draw bad conclusions from good evidence. I’m not denying that people make mistakes.  In the case of the scholar who can’t get her advisor to approve her work, I think the advisor is making a mistake. But my thinking that it is a mistake doesn’t change what the advisor believes. In the case of GOP voters, it may be that they would benefit in some ways from voting for non-GOP candidates, but that doesn’t mean that they weigh the costs and benefits of their decisions in the same way that you would.

The question of this post is on how to communicate with people who are seeing the world radically differently, and, if possible, to convince such people to consider seeing the world more as you do.  For both the scholar trying to convince her advisor, and for the politician trying to convince a potential voter, the issue is how does one sway the ideas so that the other will do as desired?
I have framed this in terms of Democrats trying convince Republicans because I don’t hear the Republicans saying “why do they vote against their best interests,” but the same dynamic is surely applicable--every single person has some desire to get others to act in ways that serve their own personal interests. I want people to act in ways that serve my interests, and you want people to act in ways that serve your interests—in a way, that’s exactly what “interests” are: the things that we want to happen.  When person A sees person B do something that A feels is not in his/her bet interest, A is motivated to get B to do otherwise.  Democrats want to get people who didn’t vote Democratic in the past to vote Democratic in the future. Republicans want to get people who didn’t vote Republican to vote Republican in the future.  And, of course, every scholar wants to convince their readers to accept their work.

The first step in getting people to see things your way is to make sure that you speak their language, and I mean “language” in a general sense to mean not only the large-scale language that determines their vocabulary and sentence structure (e.g., English vs. French), but also the more personal intellectual structures that shape their ideas. If, for example, a scholar has a deep reliance on the idea of “objective truth”, that belief will shape the language that they use and how they interpret language, too: such a scholar might not be able to hear or absorb ideas and language shaped by the assumption that there is no objective truth. Or a profoundly religious person might see the world through a lens of religious belief that makes little or no sense to a less religious person, and that difference in perspective may mean that each person views the ideas of the other as incoherent or wrong-headed.

Understanding the underlying logical structures that people are using creates an opportunity to begin to work with people and to begin to shape their reasoning.  The problem with speaking someone else’s language is that it will only make sense if you accept some of their underlying reasoning—and that can be uncomfortable.  But, if you can keep in mind that your effort is to communicate, then you can begin to build the necessary communicative bridges that will help you reach the person who understands the world very differently.

So, to summarize: 1. Remember that people are reasoning with respect to their own sets of ideas; assuming that they are incoherent or working against their best interests doesn’t provide insight into the reasoning that is guiding their decisions. 2. Understanding their reasoning, allows you to begin to speak their language, and unless you speak their language, they probably won’t understand you—and if they don’t understand you, you’re not going to have success convincing them that your work is good.