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‘Powerful’ Opinions!!!
February 16, 2008 at 12:12 PM
Lifestyle News
The study, led by Pablo Brinol, a social psychologist at the Universidad Autonoma de Madrid in Spain, looks at how the power of the message recipient affects persuasion.
“Powerful people have confidence in what they are thinking. Whether their thoughts are positive or negative toward an idea, that position is going to be hard to change,” said Richard Petty, co-author of the study and professor of psychology at Ohio State University.
The research suggests that the best way to get leaders to consider new ideas is to put them in a situation where they don’t feel as powerful.
“If you temporarily make a powerful person feel less powerful, you have a better chance of getting them to pay attention,” said Brinol.
In several experiments related to the study, the researchers told college students they would be participating in two supposedly separate experiments.
In one experiment, the students role-played in a situation in which one was a boss, i.e. had a position of power, and the other was an employee who simply took orders.
“The strength of the argument made no difference to those who played the boss – they obviously weren’t paying attention when they felt powerful. Those who played the employee, who were made to feel powerless, paid a lot more attention to the arguments. They weren’t as confident in their own initial beliefs and weighed the arguments more carefully,” the researchers said.
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