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>1. Attempt to re-express your target's position so clearly, vividly and fairly that your target says: "Thanks, I wish I'd thought of putting it that way."

There's a closely related concept with a pretty catchy name, which is something that's often useful for making concepts stick; perhaps HN could make use of it. That concept is the "steel man":

>Sometimes the term "steel man" is used to refer to a position's or argument's improved form. A straw man is a misrepresentation of someone's position or argument that is easy to defeat: a "steel man" is an improvement of someone's position or argument that is harder to defeat than their originally stated position or argument. [1]

It can be used as a noun or a verb, e.g.

>We will want to "steel-man" NASA's argument. [2]

This can be considered a stronger version of the idea in 1. since it deals with improving not only the expression but also the substance of the opposing side's argument.

[1] http://wiki.lesswrong.com/wiki/Steel_man

[2] http://lesswrong.com/lw/hab/rocket_science_and_big_money_a_c...

Another similar concept is the "Ideological Turing Test": can you answer questions from your ideological opponent's perspective so well that a third party can't tell you actually hold other views?

https://en.wikipedia.org/wiki/Ideological_Turing_Test

Until you can pass it, you may be wasting time disputing a thin caricature of the actual opposing viewpoint. And as you do well on such a test, you are often helping to "steel-man" the viewpoint. (On the other hand, any time you are steel-manning an unsubscribed position, you might also be hinting at your true perspective, when you deploy extra effort against certain critiques.)

It also goes by the name of principle of charity:

http://en.wikipedia.org/wiki/Principle_of_charity

Thanks for this. This is how I argue, and I never knew someone had come up with a term for it.

It also allows you to let other people win, sometimes, even if they consistently argue badly or illogically. It's good to let other people win as often as you can (at least for me.)

I agree about the principle. Few remarks:

1. I think being forthcoming about it is very important. Especially when it comes to obvious unclear points/mistakes which are easy to correct. You should do that before attempting the commentary. The main reason is to save time (if correction is obvious, you might as well do it yourself) another is to show good attitude ("I try resolve this issue instead of nitpicking, see ?")

3.Imo it just derails the point. Good thing to do when dealing with unknown/emotional people, just adds clutter between "let's get to the point" people. Nothing wrong with that at some point but if you use it as first thing in the discussion it looks like tactic to influence emotions of other person.

I for one often get annoyed by too many niceties. I feel like someone tries to convince my emotions and not my intellect. It quickly becomes patronizing It takes time. It make me very suspicious of manipulation attempts; afterall if your point/offer is good, why not just present it and let me think about it. I don't want to be more likely to accept your point because you are nice to me. I want to take objective look at it, so keep being overly nice to after the discussion and/or everyday situations which doesn't involve resolving issues. I am not saying diplomacy is useless - it's great in every day relations and/or when dealing with emotional people. Among people who are good at discussing and just want to get to the point it should be kept to minimum.

>"Getting To Yes"

The title would be off-putting to me. I don't want to get to yes. I want to take possibly objective look at your point and I want you to take fair look at mine. The more I respect you the more I want eliminate emotions: positive or negative when discussing things.

And based on your viewpoint, how successful are you at convincing others to "Get to Yes"? There must be numerous situations where you may have had to deal with people and convince them of the strength or correctness of your ideas. Do you dryly put forth the facts and let the chips fall where they may? Or do you give your ideas a fighting chance of being accepted, especially when your un-emotional, unequivocally-logical suggestion may well be the only viable way out of a situation? Do you ever have to build consensus amongst a team of smart, driven people who may not all be Turing-complete automatons?

>>And based on your viewpoint, how successful are you at convincing others to "Get to Yes"?

If my goal is to get others to say yes it's not a discussion anymore. It's exercising power, manipulation, damage control. You name it. In such situations I am all for using emotional means - those get things done with people.

>Do you dryly put forth the facts and let the chips fall where they may?

Not "dryly", I usually have a lot of passion in finding ways to express my point clearly and convincingly. Other than that yeah, if I respect my discussion partners I will not go into condescending niceties. If I don't respect them as good arguers and just want to convince them then I roll out Dale Carnagie attitude - appeal to emotions, make them like you, make them accept your view because of it. It gets things done. It's also anti-intellectual in my view.

>unequivocally-logical suggestion may well be the only viable way out of a situation?

If I am sure (or arrogant) enough to think that my view is the only acceptable one then it's no longer about discussion. It's manipulation/exercising power mode.

>Do you ever have to build consensus amongst a team of smart, driven people who may not all be Turing-complete automatons?

If they are smart I assume I don't have monopoly for truth so I would avoid means appealing to emotions as far as I could. Maybe after all I am wrong and I don't want them to be more likely to accept my view because I am nice. If I am arrogant enough to think they are smart but I am smarter and my goal is to convince them then again - let Dale Carnagie guide me.

Don't get me wrong, I appreciate showing respect. I appreciate making sure my discussion partners appreciate that I made effort to understand their view. Those matter a lot among the most rational of people. If on the other hand someone starts with: "Let me first say I've learnt a lot from you, I really appreciated your view on this that and that. I think you are smart person blablabla" and follows with stuff of this kind before getting to the point I am immediately suspicious, with time impatient and then irritated.

I think such discussion culture is counter productive. It becomes socializing/power struggle - the merits of the argument takes secondrary position. It becomes important who is nice, who is liked, who is charismatic, who is good at invoking positive emotions. I don't want that anywhere where merits matter.

I believe you may be saying that if your goal is to make somebody say "Yes", then the toolset adequate for the job is one based around manipulation. One may manipulate through direct force, emotional means, whatever it takes. It is a waste of time and irritating -- perhaps condescending in that it is an obvious manipulation? -- to say things like, "Let me first say I've learnt a lot from you, I really appreciated your view on this that and that. I think you are smart person blablabla" before getting to the point. Like you said, it distracts from the actual important points of the argument. In fact, such an approach towards discussion is, as you point out, counter-productive.

You're right. It's manipulation. Building consensus, too, is a form of manipulation. Some of it is irritating, especially if it is delivered in the form you quoted. My hackles rise, too!

From your comment, I am seeing that the real issue is when the manipulation is overt, when someone expresses something in a way that is clearly intended to push you in a direction rather than actually respect and accept your buy-in.

But that leads me to seeing that this really just another form of pathos. In a conversation, the average person wants to feel respected, that their opinion has merit. This is part of rhetoric. In fact, where action and tone are lacking, some people may genuinely need the additional words of appreciation that set you and me off. My point is that logos is not the only valid appeal, and I would propose that nobody is absolutely rational, meaning that degrees of the other forms of persuasion are acceptable and useful means.

To address your first point, all persuasion is manipulation. Somewhere I read that all speech is a form of persuasion, though the reasoning behind this assertion may be a bit contrived. Instead of elaborating on that point, I want to suggest instead that even if it is not "all", even if it is just "most", we could see instead that manipulation is not an evil in itself. Clearly there is nothing wrong with asking somebody where they would like to eat as your means to coerce them into joining you for dinner. Obtaining consensus or bringing someone to agree with you is not, itself, an evil or even irritating.

Armed with all the appeals of rhetoric and following these steps with respect to the audience's needs, I think the four steps listed at the top of the thread are acceptable means in polite society of persuasion, or, if you prefer, manipulation.

Addendum: I just tried the four steps. Was this post a successful example? Did I overdo it?

I completely agree that people who employ persuasion tactics to win with weaker arguments are manipulative, patronizing, and probably counterproductive. I get irked when I feel like I'm being treated with kid gloves.

That being said, I think there's something to be said about recognizing when someone is debating you with winning in mind. Then it's probably worthwhile to change gears and employ some persuasion techniques. But instead of using them to win the argument, use them to turn a zero-sum debate into a positive-sum discussion.

But, yes, if you're already in a productive discussion, these sort of finding-common-ground techniques are probably harmful, but debating someone who wants to win is a losing proposition (unless the real goal is persuading an audience).

I think your method is great for black and white situations. If arguing over 2 + 2 = 4, then yes get to the point. How many arguments really go that way though? More often than not arguments boil down to each persons experience and opinions formed through that experience.

It is also important to remember that emotions are always involved. If there was not any emotion why would the discussion be happening in the first place? Presumably both parties care about what they are arguing for.

While I agree with these fine principles, it's worthwhile to realise that they have only limited applicability in daily life for a simple reason: they are time-consuming. Hence they are difficult to apply when time is scarce or when little is to be gained from the outcome of a disagreement. A resource-intensive strategy like the one outlined is most appropriate in high-stakes disagreement.

The scarce time and little to gain arguments are persuasive to me. I've also encountered many personalities who react negatively to frank disagreement. If there's little to gain, maybe the best solution is not to disagree. If time is scarce, but the issues is critical, maybe agreeing faster can work. Personally I'm working be less frank and bring these principles into more daily use.

This works very well, especially in Sales situations. Once you can put things into someone else's words, they know you understand their point.

Two challenges to this approach:

1) It takes time. Lots of time. Sometimes decisions need to be made quicker.

2) If there is an unequal power distribution, sometimes you don't need them to consent. ("I know you disagree with the approach, we aren't equals. You wouldn't get the contract without our blessing. You have to do it our way even if you don't agree.")

On #2, it's true that when power is unevenly distributed you can save time by just bypassing getting the other party to buy in. But in the same way that taking shortcuts in your code is thought of as accruing technical debt, I'd argue that doing this accrues "social debt" -- you save time now, but at the cost of storing up potential trouble in the future if the power distribution ever changes. Flatten someone like a steamroller too many times, and the first thing they're going to think of when they actually get some power is how they can use it to screw over that guy who's always screwing them over.

And just like with technical debt, it can be valuable to go back and pay down your social debt from time to time too -- by doing favors for those people you've rolled over in the past, to help reduce the ill will that generated.

Very true. It's important to invest in strategic relationships, but sometimes you have to lay down the law.

For example, many companies shirk their customer support duties, even on high ticket items. You wind up spending a disproportionate amount of time as a customer trying to mathematically prove that what you found is a defect, and not some undocumented bug. At some point, rather than seeing the world from their eyes, you have to say, "I need this fixed or I'm pulling the plug."

These are outlier case though, and to your point, there is social debt every time you have to pull rank.

It sounds like you feel that Hacker News would be a better forum for debate if people followed this procedure. I think we agree that Hacker News sometimes has a troll problem, and I've learned from you that part of that problem is that people here don't really know how to argue. Isn't going through all of this rigamarole a pain in the ass though? Do you really expect the best of human argumentation to come from a social news aggregator?

>I read the book...

I freaking love this. The books that get mentioned casually here at HN rock! I have no idea who you are man, but thank you!