事実はなぜ人の意見を変えられないのか

Humans are not wired to react dispassionately to information. Numbers and statistics are necessary and wonderful for uncovering the truth, but they’re not enough to change beliefs, and they are practically useless for motivating action. This is true whether you are trying to change one mind or many—a whole room of potential investors or just your spouse. Consider climate change: there are mountains of data indicating that humans play a role in warming the globe, yet 50 percent of the population does not believe it. Consider politics: no number will convince a hardcore Republican that a Democratic president has advanced the nation, and vice versa. What about health? Hundreds of studies demonstrate that exercise is good for you and people believe this to be so, yet this knowledge fails miserably at getting many to step on a treadmill.
In fact, the tsunami of information we are receiving today can make us even less sensitive to data because we’ve become accustomed to finding support for absolutely anything we want to believe with a simple click of the mouse. Instead, our desires are what shape our beliefs; our need for agency, our craving to be right, a longing to feel part of a group. It is those motivations we need to tap into to make a change, whether within ourselves or in others.

2 thoughts on “事実はなぜ人の意見を変えられないのか

  1. shinichi Post author

    The Influential Mind: What the Brain Reveals About Our Power to Change Others

    by Tali Sharot

    Tali Sharot is a Professor of Cognitive Neuroscience with degrees in economics and psychology. She is the founder and director of the Affective Brain Lab at University College London. Her papers on decision-making, emotion, and influence have been published in Nature, Science, Nature Neuroscience, Psychological Science, and many others. She has been featured in numerous outlets and written for The New York Times, Time magazine, The Washington Post, CNN, the BBC and more. Before becoming a neuroscientist Sharot worked in the financial industry for a few years and completed her national mandatory service in the Israeli air force. She is the author of The Optimism Bias and of The Influential Mind. She lives in Boston and London with her husband and children.

    In The Influential Mind, neuroscientist Tali Sharot takes us on a thrilling exploration of the nature of influence. We all have a duty to affect others—from the classroom to the boardroom to social media. But how skilled are we at this role, and can we become better? It turns out that many of our instincts—from relying on facts and figures to shape opinions, to insisting others are wrong or attempting to exert control—are ineffective, because they are incompatible with how people’s minds operate. Sharot shows us how to avoid these pitfalls, and how an attempt to change beliefs and actions is successful when it is well-matched with the core elements that govern the human brain.

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  2. shinichi Post author

    事実はなぜ人の意見を変えられないのか

    説得力と影響力の科学

    by ターリ シャーロット
    translated by 上原直子

    人はいかにして他者に影響を与え、他者から影響を受けているのか?
    教室や会議室といったリアルな場所からネット上のSNSまで
    私たちはみな、毎日何かしらのかたちで他者に影響を与え、また受けながら生活をしています。
    私たちはその行為についてどれだけ自覚的なのでしょうか?
    もっと上手に他人の意見を変えることはできないのでしょうか?
    本書では、客観的な事実や数字は他人の考えを変える武器にはならないなど、
    認知神経科学が近年発見した数々の驚くべき研究結果を示し、
    他人を説得しようとするときに私たちが陥りがちな罠と、それを避ける方法を紹介する。

    「銃規制などの議論を呼ぶ話題では、明らかな事実を提示することは、かえって逆効果になるという。本書が指摘するとおり、頭脳が優れている人ほど、自説に合わない情報を自分の都合よく解釈してしまうからだ」
    ――ニューヨーク・タイムズ

    「他人を説得するための優れた方法だと思っていたものは、いまや間違いであることが明らかになった。その誤りを正し、役に立つ助言を詰め込んだ本書は、あなたの人生すら変えてくれるかもしれない」
    ――キャス・サンスティーン(『実践 行動経済学』著者)

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