| | Attitude formation is interesting. In the topic on "Conservative Anti-Individualism" are links to the research of Daniel Kahan. His "Cultural Cognition" polls found that when an authority you disagree with is described as "open minded" you are more likely to be influenced by that other point of view.
Previously, I posted here on RoR on why evidence is not enough. Researchers found that people tend to discredit authorities they disagree with. The blind test created fictitious resumes for authorities on subjects including global warming and nuclear power. Being from MIT or Harvard was accepted or dismissed depending on whether the test subject already agreed with the viewpoint. We see that here. Again the research from Daniel Kahan was touted by Glenn Beck. But if Kahan is just another Ivy League liberal (which he is), then why not ignore him? Well, we like what he said. So, the headline touts the Yale professor as an authority.
Dierdre McCloskey makes an interesting point in her Bourgeois Virtues essays. In commerce, we do not seek to convince but to pursuade. The root words are totally different. Convincing is conquest, while pursuasion is softening or sweetening.
The present editor-in-chief at Coin World, Steve Roach, worked in the trust department at Heritage Auctions after he graduated from law school. A former Michigan State Numismatic Society Young Numismatist for many years, he spoke at the Educational Forum one year. His subject was Gettting to Yes and it was a standing book review. Speaking of commerce in particular - numismatics is all about buying and selling money - his point was that we tend to argue price. The dealer quotes a ridiculously high number and you respond by scoffing and offering a ridiculously low number. The two of you meet somewhere between depending on who has the stronger personality - not the better reasons. Instead, said Roach, find other grounds for agreement and work from there.
In fact, based on the book, he recommended getting away from negotiating from opposites sides of the table facing each other. Instead, sit on the same side of the table. That's hard to do at a coin show which is pretty much a geometry for retailing, but overall, it is a point, especially in a business meeting where the conference room allows different choices.
(Edited by Michael E. Marotta on 10/23, 2:08am)
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