Man is cursed with the wrong sized brain. On the one hand we're clever enough to understand the complexity of most issues, on the other hand we're not clever enough to figure out the solutions. This puts us in the unenviable position of not being properly equipped, mentally, to deal with the problems of the world, which can be quite frightening when we subsequently find ourselves in jobs or discussions where we are expected to come up with all the answers. This is what makes us vulnerable to a particular form of swindle: False Confidence.

Confidence is extremely attractive to us in others because we naturally assume it is a reflection of carefully considered experience and wisdom. When someone comes along who seems to know what they're talking about it gets us out of the fix we might be in when we're not particulary sure that we do. It's a very charismatic quality.

Unfortunately it is also very easy to fake.

Confidence can be communicated to great effect and with great conviction, unfortunately, solely with body language, choice of words and tone of voice. In other words it is very easy for someone to portray certainty of opinion using techniques that have absolutely nothing to do with the abilities or knowledge which they should have in order to have that relevant confidence realistically. As such, it is the Twots principal technique, and frequently used to bulldoze into the ground people who might otherwise be heard were they less honest in communicating their own confidence.

It is also one of the principal ways in which bad decisions are made.

In order to combat this you have to do two things: (1) focus on the substance of what people are saying rather than the way they are saying it, (2) make sure that you get to hear everyone's opinion, as there will probably be some people who will be intimidated by this twottery into not speaking up when they should. You must actively help people who are not good at speaking up. This is not a battle of personalities, it's an attempt to get to the right decision.

Consider also that if you do let someone swindle you in this way you will never be able to prove it. Like all other forms of non-written communication there is never a "paper-trail" to follow back.

You say: "Well, I only made that decision because of the convincing way that you put it"

They say: "What do you mean? Is it in the minutes?"

Richard

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