Persuading Others

Column for week of November 3, 2014                            

     In prior columns we have considered that everyone
always makes the choices they believe will be the most
satisfying.  We also considered forcible obstruction and
punishment as ways to prevent or discourage others from
making the choices they believe will bring the most
satisfaction.  Now we will consider using persuasion to
influence others to alter their choices.

     Back to the candy bar example.  Suppose Erwin is
about to eat his candy bar.  Fred wants to persuade Erwin to
refrain from eating the candy.  There is only one way Fred can
succeed.  He must convince Erwin that he will gain more
satisfaction from refraining from eating the candy bar than
from eating it now.

     Fred might convince Erwin that he will gain the most
satisfaction from giving away or destroying the candy bar. 
Perhaps Fred only convinces Erwin that he can increase his
satisfaction by postponing eating the candy.  If Fred's goal is to
stop Erwin from eating the candy bar, the latter result buys
Fred more time to pursue his goal.  If Erwin still believes the
most satisfying thing he can do is eat the candy now, he will
start chewing.

     We might give a thought or two to why Fred wants to
keep Erwin from eating the candy.  The bottom line is that
Fred expects to gain satisfaction from persuading Erwin to
refrain from eating the candy bar.

     Not only that, Fred also believes that in his present
circumstances the most satisfying thing Fred can do is try to
persuade Erwin to not eat the candy.  If Fred believed he had
an option that would bring him more satisfaction, he would
forget about Erwin and the candy to pursue the more satisfying
option.

     How might Fred gain satisfaction from keeping Erwin
from eating the candy?  Perhaps Fred believes candy will be
bad for Erwin.  Fred might gain satisfaction from doing a good
deed.  Possibly Fred hopes to get the candy from Erwin.  Fred
might gain satisfaction merely from convincing Erwin not to
eat the candy.  The possibilities are nearly endless.  Only Fred
could know the real reason.  He might not be honest enough
with himself to even recognize his real motivation.

     Fred could make a serious and honest argument to
Erwin.  Also, Fred could make an emotional appeal.  Outright
lying and fraud are other possibilities.  The bottom line is that
Fred must somehow influence Erwin to expect more
satisfaction from passing up the candy than from eating it.

     What really happens to Erwin's satisfaction in the long
run is irrelevant to the choice Erwin will make.  He has only
his expectations to guide him when he chooses.  The
consequence of the choice may influence future choices and
Erwin's confidence in Fred.

     Trying to influence the choices of anyone for any
reason is subject to all of the same limitations and pit falls.  It
generally isn't easy to convince most people to change their
expectations about satisfaction.

     Often people don't even try using persuasion to
influence others' choices about what is satisfying.  Instead, they
cry out "there ought to be a law."  Saying there ought to be a
law is usually an appeal to force, violence and threats thereof. 
A law is merely an order from government that is meaningless
if not backed by the threat of forcibly decreasing the
satisfaction of the violator.

     The law could offer a reward for certain changes, such
as a bounty for killing foxes.  An individual could offer the
reward without any law.  When someone appeals to
government to offer a reward they are asking government to
use force to collect the money to pay the reward.

     So far in our search for ways to influence others in the
choices they make while pursuing satisfaction, we haven't
found anything that promises great success.

     Next time: Trading for satisfaction.

aldmccallum@gmail.com
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Copyright 2014
Albert D. McCallum