“He who permits himself to tell a lie once,” wrote Thomas Jefferson (in a letter to his nephew, Peter Carr, from Paris, France, 1785), “finds it much easier to do it a second and third time, till at length it becomes habitual; he tells lies without attending to it, and truths without the world’s believing him. This falsehood of tongue leads to that of the heart, and in time depraves all its good dispositions.”
Anyone following the ups and downs of federal and provincial politics would have no trouble believing Jefferson’s words. We often believe – without any evidence to support our belief – that politicians lie, simply because other people say so. But Jefferson’s words are a truism that ranges far further, into faith, into social interaction, into relationships and work. It’s all about persuasion, likability and “social proof” or consensus:
…human beings often make choices about what to think, and what to do, based on the thoughts and actions of others. Simply stated: We like to follow the crowd.
People also tend to say yes and agree with people they like (and who shares areas of similarity).
Robert Levine, writing in The Power of Persuasion, says this shows Jefferson “understood the act of taking a stance galvanizes the belief behind the stance.”
In other words, although the speaker knows it isn’t true, by saying it often and loudly enough, the speaker will come to believe it himself, regardless of the truth. Cialdini’s rules of “social proof” and likability come into play here, too, along with the notion of self-justification:
Cialdini says that we’re more likely to be influenced by people we like. Likability comes in many forms – people might be similar or familiar to us, they might give us compliments, or we may just simply trust them.
If you feel the speaker is “one of us,” likable or a peer, someone who shares some similarity with us, we are more likely to consequently repeat the content. We will then commit to that belief by repeating it often enough ourselves.* Continue reading