how to create or change fixed positiones
TRANSCRIPT
how to create and change
fixed positionstowards a product, a service, or an idea
One tends to assume a fixed position
towards anything one come into contact with.
The result of assuming such positions is
a fixed and automatic reaction towards any subject.
These positions serve a purpose, inasmuch as they
help one form a clear and stable
view of life and of oneself.
Such a clear view of life and of oneself,
formed with the help of fixed positions,
is critical for one’s mental stability.
Therefore, any change in this view
is perceived as a threat.
Because positions, which are in opposition
To one’s own, are perceived as a threat
to one’s mental stability,
one will tend to reject them.
Because positions, which are in opposition
To one’s own, are perceived as a threat
to one’s mental stability,
one will tend to reject them.
Except if
Except if we manage to offer a person
a different position in such a way
that the perceived threat to their stability
would be neutralized.
The way to bring about a change
in someone’s position
consists of four major steps:
Step 1
Agreement with the person’s present position
“You are right”
Because the idea of changing one’s position is intimidating,
and because any position opposite to ones own is rejected,
it is important, first and foremost, to affirm the person’s present position
and in so doing remove the threat they may feel
if they perceive an attempt to contradict their position
Step 2
Let them assume the new position on their own
Due to the inherent fear of changing one’s position,
any attempt to force a position on someone is doomed.
One will accept a new position only if one has assumed it oneself.
It’s good to bring the person to the trough, but it’s important
to let them drink (assume) the new position on their own.
Step 3
Help the person let his position take root in their emotions
Changing an opinion is easy, but changing a position
which is strongly tied to one’s emotions, is difficult
(A position is not merely a thought; it contains within it emotions
of acceptance or rejection)
During the process of forming a new position it is vital
to help one crystallize their emotion towards the subject.
Step 4
Help one justify their position to oneself and to their environment
In modern times we are used to
being logical and explaining ourselves.
We will not be able to be at peace with a position that we cannot explain
(“I support this because…”)
