Listening in Politics: The Power of Sympathy and Its Limits

Recent research conducted in the United States examined the effectiveness of listening in political persuasion. The study involved experienced canvassers engaging with skeptical members of the public through Zoom calls. One group of canvassers shared a compelling narrative about a deserving migrant, while another group was instructed to listen to the participants' viewpoints before presenting the same story. The goal was to determine whether listening would enhance the persuasiveness of the canvassers' arguments. The findings revealed that while participants appreciated the listening approach and reported liking the canvassers more, this did not lead to a significant increase in persuasion. The narrative alone was effective in increasing support for the policy by approximately 10 percentage points, regardless of whether the canvasser had listened first. This indicates that simply being liked does not equate to being persuasive in political discussions. Despite the lack of increased persuasion, the study suggests that listening still holds value in political contexts. Being liked may facilitate initial engagement and make individuals more open to hearing arguments. Additionally, it provides an opportunity for politicians to gain insights into the perspectives of their constituents, which can be beneficial for understanding public sentiment. In conclusion, while effective persuasion requires more than just a sympathetic ear, the act of listening remains an important tool in politics. It fosters a connection that can lead to more meaningful conversations and potentially influence future interactions, even if it does not directly change opinions in the moment.