Convincing: An illusion of communication?

Convincing others seems like a legitimate objective in many situations: promoting a product, defending an idea, or rallying an audience. However, this approach presents a fundamental paradox. Indeed, the very act of trying to convince often places one in the position of a “salesperson,” which triggers a reflex of resistance in the interlocutor.

This defensive mechanism is natural: when we perceive that a speech aims to influence our thinking, we tend to build barriers, question the speaker’s intentions, and doubt the sincerity of the message. Pascal, in his Pensées, highlights this phenomenon: "People are usually more convinced by reasons they discover themselves than by those found by others."

CONVICTION: AN INTERNAL AND GRADUAL PROCESS

Unlike the act of convincing, conviction cannot be imposed. The expression “to forge a conviction” aptly conveys the idea that understanding and adherence to an idea require time and a personal process of reflection.

From a philosophical perspective, Socrates, through his dialectical method, illustrates the necessity of authentic exchange rather than forced persuasion. He did not seek to impose a truth but rather to lead his interlocutors to construct their own thoughts by confronting them with their own contradictions.

Montaigne, in his Essays, also insists on this idea: "A well-made head is better than a well-filled one." Kant, for his part, distinguishes between subjective persuasion and rational conviction, emphasizing that an idea holds value only if it withstands the test of reason and critical debate.

THE EXAMPLE OF LAW AND ECONOMICS

In the legal field, conviction is not dictated; it is proven. A judge is not swayed by the mere rhetoric of a lawyer; they forge certainty through the analysis of facts and evidence. Cicero, the great Roman orator, reminded us that "Truth is the best eloquence." This idea is even more relevant today in a world where fake news spreads abundantly.

In economics, consumers are not easily convinced by mere advertising rhetoric; they compare, evaluate, and make rational decisions based on multiple sources of information and experience. Adam Smith, in The Wealth of Nations, demonstrates that purchasing decisions are based on economic reasoning, where self-interest and the evaluation of benefits play a crucial role.

REASONING RATHER THAN CONVINCING

Rather than trying to convince, it is more effective to lead the interlocutor to reason. Discussing, asking questions, sharing experiences, and providing concrete examples help build a more sincere and productive exchange. Descartes himself advocated the method of Cartesian doubt, asserting that "To reach the truth, one must once in one's life rid oneself of all the opinions one has received and reconstruct from the ground up all the systems of one's knowledge."

This shift in posture transforms communication into an open dialogue, fostering genuine reflection and the emergence of personal conviction. Instead of delivering a rigid discourse, the goal should be to create a framework where everyone can freely explore arguments and draw their own conclusions.

Thus, striving to convince at all costs is a strategic and psychological error. It is wiser to provide others with the tools to think critically so that they arrive, by themselves, at a conclusion they consider their own. In the end, true conviction is not imposed; it is built. As Voltaire put it: "One should not be persuaded; one should be enlightened."

Convincing others seems like a legitimate objective in many situations: promoting a product, defending an idea, or rallying an audience. However, this approach presents a fundamental paradox. Indeed, the very act of trying to convince often places one in the position of a “salesperson,” which triggers a reflex of resistance in the interlocutor. This defensive mechanism is natural: when we perceive that a speech aims to influence our thinking, we tend to build barriers, question the speaker’s intentions, and doubt the sincerity of the message. Pascal, in his Pensées, highlights this phenomenon: "People are usually more convinced by reasons they discover themselves than by those found by others."

CONVICTION: AN INTERNAL AND GRADUAL PROCESS

Unlike the act of convincing, conviction cannot be imposed. The expression “to forge a conviction” aptly conveys the idea that understanding and adherence to an idea require time and a personal process of reflection.

From a philosophical perspective, Socrates, through his dialectical method, illustrates the necessity of authentic exchange rather than forced persuasion. He did not seek to impose a truth but rather to lead his interlocutors to construct their own thoughts by confronting them with their own contradictions. Montaigne, in his Essays, also insists on this idea: "A well-made head is better than a well-filled one." Kant, for his part, distinguishes between subjective persuasion and rational conviction, emphasizing that an idea holds value only if it withstands the test of reason and critical debate.

THE EXAMPLE OF LAW AND ECONOMICS

In the legal field, conviction is not dictated; it is proven. A judge is not swayed by the mere rhetoric of a lawyer; they forge certainty through the analysis of facts and evidence. Cicero, the great Roman orator, reminded us that "Truth is the best eloquence." This idea is even more relevant today in a world where fake news spreads abundantly.

In economics, consumers are not easily convinced by mere advertising rhetoric; they compare, evaluate, and make rational decisions based on multiple sources of information and experience. Adam Smith, in The Wealth of Nations, demonstrates that purchasing decisions are based on economic reasoning, where self-interest and the evaluation of benefits play a crucial role.

REASONING RATHER THAN CONVINCING

Rather than trying to convince, it is more effective to lead the interlocutor to reason. Discussing, asking questions, sharing experiences, and providing concrete examples help build a more sincere and productive exchange. Descartes himself advocated the method of Cartesian doubt, asserting that "To reach the truth, one must once in one's life rid oneself of all the opinions one has received and reconstruct from the ground up all the systems of one's knowledge."

This shift in posture transforms communication into an open dialogue, fostering genuine reflection and the emergence of personal conviction. Instead of delivering a rigid discourse, the goal should be to create a framework where everyone can freely explore arguments and draw their own conclusions.

Thus, striving to convince at all costs is a strategic and psychological error. It is wiser to provide others with the tools to think critically so that they arrive, by themselves, at a conclusion they consider their own. In the end, true conviction is not imposed; it is built. As Voltaire put it: "One should not be persuaded; one should be enlightened."