Quotes from Jay Heinrichs

Don't push back. Keep asking questions. Insist on drilling down to definitions ("Define Star Trek"), details, and sources. And see if you can outlast your bullying opponent. If you can—if he walks away exasperated—then, despite all I've written about previously…you win.

People may claim to hate puns, but most true word lovers have groaned to like them.

Euphemism. A form of irony that makes bad things sound good—or at least not as bad. Personification. Pretending things are human: another role-playing trope. Kindergarten Imperative. Issues a command in terms of a personal need. Yogism. A foolishly wise expression.

When someone tries to derail an argument with an insult, your response depends on who the audience is. If the two of you are alone, say something like, "This isn't recess. I'm out of here," and walk away. You're not about to persuade the jerk. But if there are bystanders, ridicule the insult. "So Bob's answer to the problem of noise in this town is that I'm a jerk. Was that helpful to you all?" You turn sophistry into genuine banter.

It's a form of amplification, an essential rhetorical tactic that turns up the volume as you speak. In a presentation, you can amplify by layering your points: "Not only do we have this, but we also

John F. Kennedy deployed a chiasmus during his inaugural address—"Ask not what your country can do for you, ask what you can do for your country"—and thousands joined the Peace Corps.

CONCESSION: Concede your opponent's point in order to win what you want.

A bully wants you to cower or blush or run away in embarrassment. If you want to reverse the power, try pretending deep affection with just a little bit of pity.

Para vencer en una discusión deliberativa, no intentes superar a tu contrincante. En lugar de eso, trata de salirte con la tuya.

Quiere ganar puntos? Déjale que los gane. Todo lo que tú deseas es vencer:

Es frecuente ganar las discusiones por puntos, pero perder la batalla.

Extremists usually describe the middle course as extreme.

So the best way to gain the love and respect of a cat is to practice genuine

When you do a good thing, don't just do it in front of the mirror. Let people see your wonderfulness. It will do wonders for your reputation among humans.

Goals. What does the persuader want to get out of the argument? Is she trying to change the audience's mood or mind, or does she want it to do something? Is she fixing blame, bringing a tribe together with values speech, or talking about a decision? Ethos, pathos, logos. Which appeal does she emphasize—character, emotion, or logic? Kairos. Is her timing right? Is she using the right medium?

Mientras el resto del mundo luche, nosotros discutiremos. Y la discusión nos permite conseguir lo que queremos en mayor grado que la lucha.

mayor orador de la historia, Marco Tulio Cicerón, quien propuso tres objetivos para persuadir a la gente, en orden creciente de dificultad:

Estimula las emociones de tu audiencia. Cambia su opinión. Hazla actuar.

La persuasión efectiva requiere interpretar las creencias y las expectativas, los valores y las emociones de tu audiencia. Puedes hacerlo cínicamente. Puedes usar la retórica para expresar tu punto de vista e incluso para cambiar el mundo. Pero con frecuencia el objetivo «es la gente, no las ideas», como dice David.

Comienza cambiando su estado de ánimo. Haz sentir a la bombilla el miedo que da sentarse en la oscuridad. Esto la transformará en una audiencia receptiva, ansiosa por escuchar tu solución.

Le he dicho mil veces que los argumentos más productivos utilizan el tiempo futuro, el lenguaje de las elecciones y las decisiones.

Luego cambia su opinión. Convence a la bombilla de que un repuesto es la mejor manera de conseguir luz aquí.

Finalmente, llénala de deseo de actuar. Muestra a la bombilla que el cambio es pan comido e inspírala con una visión de claridad. Esto requiere emociones más fuertes que conviertan una decisión en un compromiso.