 |
Deflate Objections In 15 Seconds |
|
|
Submitted by Teresa Maxfield
| RSS Feed
| Add Comment
| Bookmark Me!
Does this symphony sound familiar?
You are too!
Am not!!
You are TOO!
AM NOT!
YOU ARE ALSO!!
AM NOT!!
Familiar? It's how kids argue. I'm sure you've tried this mode of arguing decades back.
Children, when pointed out that they are "xxx", tend to retaliate that their accuser is also "xxx" The accuser then balks, because people hate having their arguments thrown back at them. It's human nature and this demonstrates the Reflexivity Principle of Argumentation.
By applying a belief statement back to the person asserting it, we test the applicability of that belief within an equitable context. By equitable context, I mean that what's good for the Gander should also be good for the Goose. This determines the universality of the statement. If, by throwing an argument back to its issuer, we observe a resistance, then this could indicate a presence double standards. This surely makes the argument IRRATIONAL, and NON-UNIVERSAL.
Let's see this in play.
She says, " You're always with your officemates. Obviously you don't like me anymore"
To counter this with Reflexivity , you apply her argument back to her by saying, "My dear, you spend at least 3 hours a day with your friends after work. Does this imply that you love me less now as well?"
She will then see the irrationality of her argument.
Let's try another.
Mark says, "The Bush Administration wastes so much time bickering, debating and arguing. Obviously this country is going nowhere. Such a waste of time!"
So you come to the good ole US of A's defense by saying, "I see.... so shall I assume that your business will never prosper either? Your Board spends a lot of time deliberating and debating. I observed that you, as Chairman, even seem to enjoy this and you goad them on! Now despite all that bickering, your company grows 10% per annum. Mark, I'm sure you're already aware of the value of debate. Healthy deliberation illuminates multiple avenues of action. That's what your Board does. That's what the Bush administration accomplishes."
Okay, let's put this to practice. Someone brave, come to the front; volunteer 10 arguments.
Then let's have someone else come up with ten counter arguments using this principle.
Have fun!
|
|
|
|
|
LinkedIn Recommendation:
 George Ishee - We are now helping companies automate their sales pitch to generate more leads! - Teo is someone that you trust, know is diligent and hardworking. He is creating a web based network that will help people network online and grow their business. I have worked with Teo and recommend him to anyone as he always is someone you can count on. - August 17, 2008, George was with another company when working with Teo at Net-Teams, Inc. |
|
Featured [Negotiation] Articles:
|
|
