A recent study from Hebrew University of Jerusalem challenges the prevailing belief that high-quality, nonjudgmental listening is crucial for persuasion. It suggests that rather than how empathetically a message is delivered, the content of the message may be more significant in changing deeply ingrained political beliefs. The researchers discovered that sharing compelling personal narratives, particularly on contentious subjects like immigration, can significantly and durably alter attitudes.
The study found that while high-quality, nonjudgmental listening enhances the perception of the listener and reduces defensiveness, it does not make persuasive messages more effective in altering attitudes. This was determined through a large-scale field experiment on immigration, where sharing a compelling personal narrative considerably shifted participants’ views, irrespective of whether the speaker practiced active listening.
Traditionally, it has been believed that high-quality, nonjudgmental listening can decrease defensiveness and increase openness during difficult conversations, thereby increasing the effectiveness of persuasion. However, this study questions whether listening truly changes minds.
To test this assumption, nearly 1,500 U.S. participants were involved in a large-scale, preregistered field experiment. They engaged in 10-minute video conversations with trained canvassers discussing in-state tuition for unauthorized immigrants, a highly contentious and socially