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Three Ways to Open Someone's Mind: Lessons From Sales

Posted by Erik Fogg on December 07, 2017 at 3:53 PM

By Erik Fogg, Chief, ReConsider

You know arguing with people doesn't really work. Presenting people with facts that contradict their beliefs actually backfires and causes them to dig in more.

After hearing this, most people throw up their hands. They assume this means not only that changing people's minds is impossible, but that this "backfire" effect totally-only-happens-to-people-who-disagree-with-me.

But there are people outside of politics whose well-being and next meal depend on opening people's minds: they're in sales. Their job, over and over, requires getting people to open their minds to the idea of parting with their hard-earned money in exchange for a thing... often, a thing they didn't know existed until just now!

More than Bill O'Reilly or John Stewart, these salespeople have a lot to teach us about how to get folks to listen and put themselves in a mindset where they're ready to disagree. We've applied each of these in political discussions to great effect, too.

The crux behind each of these is that people tend to agree with people they identify with. You see it in politics; you also see it in sales. That's why salespeople ask you about yourself and chat you up before asking you to part with your cash.

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Preserving and Protecting Our Precious Civic Ecosystem

Posted by Jacob Hess on November 29, 2017 at 11:36 AM

By Jacob Z. Hess, Ph.D.

Lots of attention is going today to physical habitat under siege (and for good reason):  without more attention, many of these beautiful areas might go away, or be irreparably damaged. For that reason, many believe that energy invested in this protection and preservation is well spent.  

Far less attention, however, goes to the way our civic ecosystem remains under increasing siege. What began as occasional concern for the hostility in the U.S. media and elected leaders, has become widespread trepidation regarding public animosities deepening in every direction, on nearly every issue.  

Some believe that without more attention, this precious civic ecosystem could go away or likewise become irreparably damaged, thus prompting similar calls for additional investment to protect and preserve this fragile democratic habitat.

A case study in Utah. Starting in 2014, I had the opportunity to work for Living Room Conversations in a Utah experiment to help cultivate the civic ecosystem there. Rather than plowing up the roots already in place (or riding into town with the “newfangled solutions”), it felt important to build upon and leverage whatever rich habitat already existed. 

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Staying Connected in the Midst of Differences

Posted by Parisa Parsa on November 15, 2017 at 11:41 AM

By Parisa Parsa, Executive Director, Essential Partners

In 1989, a group of therapists engaged in some commiseration at their shared Cambridge practice. They discussed a concern about what had become of sane discourse about weighty issues of policy in the United States. At that time one of the therapists, Laura Chasin was a doctoral student of government with a special interest in the philosophy of John Dewey, who in the late 1800’s expressed his profound belief in expressing how democracy and ethical ideals of humanity were synonymous.

In the office with the others, Laura shared how she was particularly distressed by the chaos and ineffectiveness of public debates about abortion. Her colleagues Corky Becker, Dick Chasin and Sallyann Roth, along with researcher and editor Maggie Herzig, puzzled at how much was lost in the public shouting matches that passed for debate. The mutual understanding, restoration of trust and sheer humanity that was the bedrock of effective family therapy were utterly absent from the publicly televised conversations about some of our most critical social and political issues. What was common however, were disjointed policies, stalemate and a devolution of the social fabric in communities around the country, just when our democracy needed solutions most.

From the confines of those pivotal hours of discourse, the question the group considered was, “Could the practices of family therapy be engaged to build relationship and understanding, and restore trust among folks who were deeply divided on issues that were rooted in their core values?” That question motivated years of research and the development of the practices at the core of the Public Conversations Project, now Essential Partners.

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Make America Great -- Again? Or for the First Time?

Posted by Debilyn Molineaux on November 09, 2017 at 11:35 AM

By Debilyn Molineaux, Co-Director & Secretary, Bridge Alliance

the-american-dream.jpgI cry every time I watch the six minute opening scene from The Newsroom, an HBO series from 2012. Yes, it’s well produced, written and acted. But that’s not why I cry.  I cry because the words spoken call to the longing in my heart of what I want our country to be. Of what I thought our country was as I grew up. It echoes my belief before I learned that the America referenced was a myth -- that some Americans never thought this dream was possible for them and actively excluded them.  The America described is the American dream I was promised and may never see.  I cry for the loss of honor and trust in human beings and our institutions, as witnessed on news and social media stories. I cry because I know that the American dream, expressed in just a few sentences, may never be a reality. After all, it’s up to us -- each one of us and all of us -- to choose what our country is and what it will be.

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Democratic Virtues

Posted by David Nevins on November 03, 2017 at 3:11 PM

By David Nevins, President & Co-Director, Bridge Alliance

The U.S. Constitution sets up a system of checks and balances in governance to prevent tyranny in our republic. The functioning of our checks and balances is now in doubt, largely due to the erosion of the democratic virtues of civility and compromise. We’ve been in a downward spiral for most of the last 20 years.

Now is time for thoughtful Americans to  come together and support the rebuilding of the infrastructure to strengthen our democracy morally, intellectually and in practice.

The speech delivered by Jeff Flake Senator from Arizona a couple of weeks ago, will be thought by some as a political attack on our President but I believe it is not. If read carefully liberals, conservatives, libertarians, and independents will see the speech  as a call to all citizens and leaders to reclaim the American virtues of democracy that define us as a people and as a nation.

As you read his speech ask yourself whether you are complicit in not speaking out against unacceptable behavior from your elected representatives.

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Emerging Leaders

Posted by Sllf on October 26, 2017 at 3:36 PM

By Eric Allen, Curriculum Development and Research, State Legislative Leaders Foundation

Monticello’s east facade is one of the most-recognized home elevations in America. Beneath it lies the town of Charlottesville; not far away is Monroe’s house; a little further is Madison’s mansion, with the second-floor study in which our Constitution was largely penned. Ink stains still mark the pine floor, there. A day’s ride further by horse and you’re at Washington’s home, perched over the Potomac.

It’s hard not to think about government, and particularly about democracy, when you’re in central Virginia’s horse country.

And the Emerging Leaders Program gathers here every summer, at the University of Virginia’s Darden School of Business. The campus echoes Jefferson’s main quadrangle at UVa: Georgian brick buildings flanking a courtyard. Each classroom contains the latest technologies for presentation, and from the terraced seats everyone can see everyone else, and the instructor. At the University of Virginia the word “instructor” is taken seriously, and differently: last names and the word “professor” are nearly prohibited; the instructor asks questions, and the whole room discusses.

This works well among 20 year-olds, but works spectacularly when the students have families, careers, and up to 75 years of living under their belts (remember, newish legislators may have recently retired from an accomplished career, or be just starting their first one. They could be currently-serving soldiers or sailors; they might be grandparents, or new parents; they can certainly be from wide-open cropland, from the mountains, or from a city.) 

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Announcing The 2017 Civvys Winners!

Posted by Bridge Alliance on October 23, 2017 at 5:37 PM

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This last Friday at the National Conference on Citizenship the winners of The 2017 American Civic Collaboration Awards were announced!

New Hampshire Listens is a winner in the regional category for their work facilitating civil conversation in the state of New Hampshire on controversial public challenges. They also train others to facilitate such productive dialogues. Bruce Mallory and Michele Holt-Shannon have developed programs to elevate the state’s problem-solving capabilities, modeling a respectful and inclusive approach that many hope will be replicated nationwide. As the person who nominated them put it, “People feel relieved and respected when Bruce and Michele enter the room.”

Nationally, a partnership between the State Legislative Leaders Foundation, the National Institute for Civil Discourse and the National Foundation for Women Legislators has resulted in a new leadership program designed to deliver insight, inspiration and techniques to legislative leaders working to improve public policy discussion in their states. With NICD’s expertise in training community leaders and legislatures, SLLF’s success in providing state legislators with nonpartisan information and a forum for discussion, and NFWL’s work in empowering leaders, this partnership aims to replace gridlock with progress and criticism with compassion. In the words of their nominator, “since many of our federal leaders begIn their political service in state legislatures, success in this program will eventually improve our federal government.”

In the youth category, the Student Public Interest Research Groups from several college campuses were nominated for their work supporting voter education, voter registration and creating safe spaces for dialogue between students with diverse perspectives. Student PIRGs promote learning and understanding about a host of current issues, while providing a forum for students to become politically active and effective. As one elected official put it, “the work PIRGs do is vitally important in a democracy and serves as such a great role model as a set of engaged citizens so necessary to building effective public policy.” 

Thank you to all those who submitted nominations and helped take part in recognizing organizations doing great collaborative work. A special thanks to our judges Peter Levine, Betsy Wright Hawkins and David Sawyer as well as our co-sponsor Big Tent Nation.

Here is to another year of innovation and collaboration!

Bridge Alliance

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The case for (more) engaged journalism

Posted by Jefferson Center on October 20, 2017 at 1:06 PM

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By Kyle Bozentko & Annie Pottorff, Jefferson Center

There’s a dire need to rebuild relationships, restore trust, and strengthen the capacity of local news organizations.

If you’re a regular visitor to Medium, you likely recognize the power of accessible and democratic storytelling. Medium’s approach hints at a possible future for local journalism, a future where the divide between producer and consumer narrows, where newsrooms prioritize two-way relationships with their communities, and where local news serves the interests of the whole community, not just advertisers. In short, a future of where journalists and citizens are engaged together to create, collaborate, and improve their communities.

Looking at the state of our news, there’s a dire need to rebuild relationships, restore trust, and strengthen the capacity of local news organizations. In 2016, the Jefferson Center dove into the issues we’re experiencing daily (polarization, misinformation, clickbait, and attack ads, to name just a few) in our projects Your Vote Ohio and Informed Citizen Akron. Our expertise is in civic engagement — bringing community voices together to address shared problems and identify creative solutions. We tasked citizens with the question, “How can local news media shift their coverage to help voters better evaluate candidates and make more informed electoral decisions during the 2016 election?” Specifically, what voters wanted and needed to know, and what they weren’t getting from candidates and from national news outlets. The results were telling.

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Hope Amid Chaos, Civvys celebrate American partnerships

Posted by Bridge Alliance on October 13, 2017 at 3:34 PM

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More than ever before, America’s future depends on working together. We need to celebrate the people and initiatives that leverage collaboration and creativity to strengthen communities, heal partisan divides and invigorate American democracy. That’s why we created the American Civic Collaboration Awards - or Civvys.

The 2017 American Civic Collaboration Awards finalists all exemplify what it means to embrace diverse perspectives and make a difference. Selected by a panel of civic engagement experts from over 50 nominations, this year’s finalists have achieved on-the-ground impact at the youth, regional and national level. We are pleased to honor them, along with all our nominees, at an awards ceremony and reception on Friday, October 20 at the National Conference on Citizenship in Washington, D.C. The winners will be announced in a post following the awards ceremony.

"As we continue through the uncertain times ahead, we will choose to continue to demonize each other or we will choose to lean towards each other and learn to work together. These American Civic Collaboration Awards shine a light into the chaos to provide hope. We are working to increase collaboration and kindness in our civic lives.”  Debilyn Molineaux, Bridge Alliance Co-founder. 

We’d also like to extend our sincere congratulations to all Civvys nominees, each of whom is harnessing teamwork to help overcome polarization and foster civic renewal.

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CTCL Helps Edwards County, Kansas Build a New Election Website

Posted by Kurt Sampsel on October 04, 2017 at 2:24 PM

By Kurt Sampsel, Government Services Associate, Center for Technology and Civic Life

Residents of Edwards County, Kansas have a new online home for important civic information thanks to the efforts of the Edwards County Clerk’s office and the Center for Technology and Civic Life. 

Located in central Kansas, Edwards County has a population of about 3,000 people. The county seat, Kinsley, is known as Midway U.S.A. for its position exactly halfway between New York City and San Francisco on historic U.S. Route 50.

Before working with us, the Edwards County Clerk’s office didn’t provide any election information online, meaning that locals had to either visit the office in person or go to the Kansas Secretary of State’s website to get information. But County Clerk Gina Schuette and Deputy Clerk Stephanie Brake knew that creating an informative, user-friendly website could really benefit voters.

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