Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion.

Abstract

Past research has uncovered actions that would seem to undermine but in fact frequently enhance persuasion. For example, expressing doubt about one's view or presenting arguments against it would seem to weaken one's case, but can sometimes promote it. We propose a framework for understanding these findings. We posit that these actions constitute acts of receptiveness-behaviors that signal openness to new information and opposing viewpoints. We review four classes of acts of receptiveness: conveying uncertainty, acknowledging mistakes, highlighting drawbacks, and asking questions. We identify conditions under which and mechanisms through which these actions boost persuasion. Acts of receptiveness appear to be more persuasive when they come from expert or high-status sources, rather than non-expert or low-status sources, and to operate through two primary mechanisms: increased involvement and enhanced source perceptions. Following a review of this work, we delineate potentially novel acts of receptiveness and outline directions for future research.