Conversational receptiveness: Improving engagement with opposing views

Yeomans, Michael; Minson, Julia A.; Collins, Hanne K.; Chen, Frances S.; Gino, Francesca

doi:10.1016/j.obhdp.2020.03.011

Cited by 91 publications

(104 citation statements)

References 100 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…As a note, dispositional receptiveness might also influence the production of acts of receptiveness. Extant research is unclear about when and why people use acts of receptiveness of their own accord, and one possibility is that the more naturally receptive people are, the more likely they are to use them (see also Yeomans et al, 2020). Future work on this topic could be enlightening.…”

Section: Audience Characteristicsmentioning

confidence: 99%

“…In addition to merging insights from persuasion research and organizing them into a coherent framework, our review advances a growing literature focused specifically on receptiveness (Catapano et al, 2019; Chen et al, 2010; Itzchakov & Reis, in press; Minson et al, 2020; Reschke et al, 2020; Xu & Petty, in press; Yeomans et al, 2020). The bulk of the work on this topic has explored how feeling receptive can influence social and attitudinal outcomes.…”

mentioning

confidence: 99%

“…The bulk of the work on this topic has explored how feeling receptive can influence social and attitudinal outcomes. For example, recent work has explored dispositional receptiveness (Minson et al, 2020; Reschke et al, 2020; Yeomans et al, 2020). Reschke et al (2020) found that individuals who scored highly on dispositional receptiveness were more likely to build close ties with others who held opposing political views, but only when those others also scored highly on dispositional receptiveness.…”

mentioning

confidence: 99%

“…The current review uses the lens of receptiveness to understand a wide range of empirical findings in the persuasion literature. However, rather than explore how feeling receptive affects one’s openness to others and opposing views, we examine how actions taken by persuaders might shape perceptions of their receptiveness, and thus dictate their persuasive impact (see also Yeomans et al, 2020).…”

mentioning

confidence: 99%

See 3 more Smart Citations

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

Hussein

Tormala

2021

Pers Soc Psychol Rev

View full text Add to dashboard Cite

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.

show abstract

Section: Audience Characteristicsmentioning

confidence: 99%

mentioning

confidence: 99%

mentioning

confidence: 99%

mentioning

confidence: 99%

See 2 more Smart Citations

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

Hussein

Tormala

2021

Pers Soc Psychol Rev

View full text Add to dashboard Cite

show abstract

“…Carl Rogers (1995), for example, characterized active listening as "one of the most potent forces for change that I know" (p. 116). 8 In spite of a growing body of work investigating conversations -especially around misperceptions in conversations (e.g., Boothby et al, 2018;Cooney et al, 2017;Kumar & Epley, 2020;Mastroianni et al, 2021;Zhao & Epley, 2021) and ideological disagreement (Kubin et al, 2021;Yeomans et al, 2020) -listening has been largely overlooked, and it is only recently that social psychologists have turned their attention to it (e.g., see Hart et al, 2021;Huang et al, 2017;. Listening is a channel through which people orient, relate, and connect, and is a fundamentally social psychological phenomenon.…”

Section: Theoretical Contributionsmentioning

confidence: 99%

How Do You Listen?: The Relationship Between How Men Listen and Women’s Power and Respect in the U.S.

Santoro¹,

Markus²

2021

Preprint

View full text Add to dashboard Cite

As American culture confronts the issues raised by #MeToo, some ask, what can men do in interpersonal interactions to become allies and empower women? Building on research in linguistics, communication, sociology, as well as psychology, seven pre-registered studies investigate the relationship between how men listen during troubles talk (i.e., communication about problems) and women’s sense of power and respect. We theorize and compare two styles of effective listening: more other-focused interdependent listening (e.g., asking a question) and more self-focused independent listening (e.g., giving advice). We find that though men are less likely than women to do interdependent listening during troubles talk (Study 1), men can be encouraged to ask questions (Study 2). When investigating the effect on women of how men listen, we found that women anticipate feeling more powerful and respected when listened to by a man friend doing interdependent (vs. independent) listening (Studies 3a – 3c), particularly those women who do not endorse stereotypic gender roles (Study 3c). We partially replicated these findings in two live interaction studies involving strangers communicating over text: women felt more powerful and respected when listened to by men who asked open-ended questions compared to men who gave prescriptive, unsolicited advice (Study 5), though they did not when men simply asked more questions (Study 4). We suggest that listening can assume multiple productive forms, but that compared to independent listening, interdependent listening can serve as an everyday anti-sexist practice to attenuate rather than accentuate the gender hierarchy.

show abstract

The role of emergency physicians in the fight against health misinformation: Implications for resident training

Sheng

Gottlieb

Bautista

et al. 2023

AEM Education and Training

View full text Add to dashboard Cite

Emergency physicians on the frontlines of the COVID-19 pandemic are first-hand witnesses to the direct impact of health misinformation and disinformation on individual patients, communities, and public health at large. Therefore, emergency physicians naturally have a crucial role to play to steward factual information and combat health misinformation. Unfortunately, most physicians lack the communications and social media training needed to address health misinformation with patients and online, highlighting an obvious gap in emergency medicine training. We convened an expert panel of academic emergency physicians who have taught and conducted research about health misinformation at the Society for Academic Emergency Medicine (SAEM) Annual Meeting in New Orleans, LA, on May 13, 2022. The panelists represented geographically diverse institutions including Baystate Medical

show abstract

Conversational receptiveness: Improving engagement with opposing views

Cited by 91 publications

References 100 publications

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

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

How Do You Listen?: The Relationship Between How Men Listen and Women’s Power and Respect in the U.S.

The role of emergency physicians in the fight against health misinformation: Implications for resident training

Contact Info

Product

Resources

About