Why did we lose the good ideas and fall into the arms of scammers

It would seem that the information itself is more important than the one who it is. A good idea will lead to success, and a bad end in failure, and no matter who invented it - everyone's favorite person or a strange outcast. But we all know whose idea will be recognized as well.

People can not take words apart from the one who utters them, and it conducts a series of unfortunate errors and prejudices.

Why it happens

Submission Important information

People are ready to listen to any nonsense, if it is properly present. it cognitive bias We found in the experimentThe Doctor Fox Lecture: a paradigm of educational seduction 1973 and named Dr. Fox effect.

Three groups of professionals with a degree in psychiatry, psychology and sociology of the actor attended a lecture presented by Dr. Myron Fox. The lecture was a scientific style, but easy to understand. There was little practical value, many neologisms, inconsistencies and deviations from the topic. All of this was served with warmth, humor and charisma alive. Despite the insignificance of the material, and the professor and his lectures delivered high marks.

Another similar experiment conductedThe Dr. Fox effect: a study of lecturer effectiveness and ratings of instruction on students. Each group read three lectures: the first covered as many as 26 points in the other - 14, and the third - a total of four. One group was all that was served in a boring manner, the other - in the style of "Dr. Fox," with humor and charisma. The students from the first group was evaluated by the number of lecture material: informative speech seemed to them better than the ones where nothing spoke plainly.

But students from "Dr. Fox," have not seen a difference: it is approximately the same like all the lectures - and those that were filled with themes and almost empty, with lights in all four issues.

In all experiments, people felt that they really listened to the good stuff, and gained valuable experience. The pleasure of lectures hid her little value.

And it explains how dishonest people succeed and deceive ordinary people and professionals.

For example, the elusive swindler Frank Abagnale, who wrote a book about his life, "Catch Me If You Can", without any education worked as a lecturer in sociology, a lawyer and the chief pediatrician. Charisma and stunning self-confidence They did their job.

There is also a reverse effect: the information is automatically recognized as bad, if it expresses not the same person. This cognitive bias called reactive devaluation.

Without trust, the information does not matter

The effect of the depreciation of the jet was found in experimentBarriers to Conflict Resolution1991. American scientists interviewed people on the street what they think about the mutual US-Russian nuclear disarmament. When passers-by said that the idea belongs to Reagan, 90% agree that it is fair and beneficial to the United States.

When the idea of ​​authorship attributed to unnamed analysts, public support dropped to 80%. If the Americans say disarm offers Gorbachev, an idea supported by only 44%.

Another experimentReactive Devaluation of an "Israeli" vs. "Palestinian" Peace Proposal We conducted with the Israelis. People interviewed, as they relate to the idea of ​​making peace with the Palestinians. If the participant heard that the idea comes from the Government of Israel, it seemed to him sensible, if Palestine - no.

Reactive devaluation dazzles, makes pass judgment without taking the idea and refuse good offers.

During negotiations it does not allow to find an alternative that will suit both. Exactly fastened useless disputes, in which instead of the truth is born hatred. Opponents do not listen to each other, deliberately prioritize and recognize the narrow-minded and unworthy opponent.

How to deal with this bias

You can overcome these cognitive errors and use them to their advantage.

To be objective as possible

If you want to evaluate the kind of information, try to turn away from the one who presents it. Deliberately forget that this man, imagine that you are not familiar with. Use it wherever it is important to find the best solution, not to find out who's cooler.

During brainstorming, Meetings or joint project Always be aware of ideas, rather than their source. So you're more likely to get to the truth.

Do not argue unnecessarily

That in a dispute born truth, opponents must respect each other. If one party is suffering from delusions of grandeur, nothing will. Should I waste words?

check people

If students know that before them not a professor and actor, his words would have taken not so favorably. Many scams succeed because people are conducted in confidence and charisma. Trust in man rather than to check it out.

Checking the competence - an excellent habit.

Before you pay, find out where the seminar speaker and author of the book that ended up a fitness trainer and business coach.

Do not think one-sidedly

You can endlessly complain that people are stupid, and prefer a real knowledge of the external trappings, but the situation will not change.

Your presentation can be very informative, but if it is not alive, the students go to sleep, do not get to the bottom. You can be a very good professional, but if you lack the charisma and ability to communicate with people, you will eclipse is not so smart, but more pleasant.

No need to complain of destiny - to do everything to be charismatic and submit the information interesting.