Reading Thank You for Arguing? Here Are Videos for the Chapters

While you won’t find a video for each chapter (yet!), you might just want to click on the vid titles that sound good. Personally, my favorites are The Natalie Portman Technique, because it smells nice; and Pepsi Decorum, because it has good taste. If you’re planning to write a college essay, then you absolutely have to watch this one.

I’ve put chapter numbers in parentheses, but they only match the chapters in the fourth edition; your edition’s chapters may be numbered differently, so—you know—look it up in the table of contents.

I’ll be adding new videos in the weeks to come, so be sure and subscribe.

Preface

What Is Rhetoric?

Open Your Eyes (chapter 1)

What Is Rhetoric?

Set Your Goals (2)

The Natalie Portman Technique

Appeal a Bad Grade

Control the Tense (3)

The Advantageous

Soften Them Up (4)

The Natalie Portman Technique

Most Powerful Persuasion Tool

Get Them to Like You (5)

Pepsi Decorum

Write a Persuasive Cover Letter

Make Them Listen (6)

Write a Persuasive Cover Letter

Eddie Haskell Ploy

 Use Your Craft (7)

Write a Persuasive Cover Letter

Control the Mood (9)

Sympathy vs. Empathy

Gain the High Ground (11)

The Secret to Not Fighting

Appeal a Bad Grade

Persuade on Your Terms (12)

The Sister Frame

Control the Argument (13)

The Ultimate B.S. Detector 

Make a Connection (14) (only in the Fourth Edition)

Appeal a Bad Grade

Spot Fallacies (15)

How Do You Point Out a Fallacy?

Deal with a Bully (19)

How to Talk Politics without Losing Your Mind

Get Instant Cleverness (20)

Yogiisms

Seize the Occasion (23)

Be a Leader in Meetings

Give a Persuasive Talk (25)

Do This in an Interview

Capture Your Audience (26)

The Secret to a Memorable Speech

“Write a Persuasive Essay” (27)

The Perfect College Essay 

ArgueLab exercises (back of the book)

Channeling Eloquence

 

 

Want to Write? You’ll Need to Remap Your Brain.

Your lunch could raise your brain from the depths of blocked writing (and, um, mixed metaphors).

Your lunch could raise your brain from the depths of blocked writing (and, um, mixed metaphors).

Most of us struggle to write. Not for lack of talent, and certainly not a lack of interesting life experiences. (Some of the best literature gets written by closeted introverts with exciting interior lives.) The problem most people have with writing has to do with our brains. They’re just not wired for writing.

So here are some ways to get your brain in shape to write. I practice them myself, even though I’ve been writing for money for many years.

1. Write down what you had for lunch, every day. 

Even your birthday and every holiday. Never skip a day. This will get you into the habit of daily writing that’s essential to a writer’s brain. I started doing this in third grade, when I told my teacher I wanted to write. “You should keep a diary,” she said. When I told her that boys don’t keep diaries (hey, it was a long time ago), she said, “A journal then. Just write about yourself.”

I went home and realized that, as a third grader in suburban Philadelphia, I had nothing interesting to write about. Then I overheard someone say, “You are what you eat.” So I wrote what I ate for lunch. That way I figured I would somehow become a writer when I grew up. I called my journal Lunch.

For the first year, every entry consisted of a baloney sandwich and a carton of milk. After a while, I began adding to those entries, describing a kid who picked on me, or a joke somebody told. The writing became a habit. I still write in that journal every day—on paper, which avoids obsolete software and broken hardware. I call it Lunch.

To remap your brain into a writer’s brain, you have to write every day. It can be nothing but baloney. It just needs to be a habit. 

2. Stop phone snacking. 

Every time you check social media or respond to a text, you’re giving your brain a snack, filling it with fatty, salty fast-food that pours in addictive endorphins and clogs your brain’s synaptic arteries. (No, that’s not exactly brain science, but your phone habit is truly doing horrible things, writer-wise, to your neural connections.) Set a schedule to check your phone just a few times a day, for no more than half an hour. Yes, that might make you less popular. Good. Remember that point about writers and introverts?

3. Chew your cud.

Every week, memorize a poem. This is amazingly good for your brain, on all kinds of levels. The very best writers all write poetry, and all the good writers I know read poetry. Memorizing poetry is best of all; not just because it will make you better at absorbing information, but also because it will free you from your devices. Every day, spend some time chewing your poetry cud. You’ve seen cows do (with grass, and just possibly with cow poems), and look how thoughtful they seem. Memorize a poem that looks amazing but puzzles you. Take your earphones out and play the poem in your head like a song from your mental playlist. I memorized Wallace Stevens’ "Emperor of Ice-Cream,” when I was in college, and every time I chew on it, during walks or on long runs, I find something new in it. When I’m feeling sad, I chew on Mary Oliver’s lovely “The Summer Day.” When I’m anxious about something, I chew on Mark Strand’s “The Good Life.” I chew and digest, and my brain absorbs grade-A poetic nutrition.

4. Got a personal writing style? Good for you! Now get rid of it.

Instead, let yourself imitate the style of the last wonderful book you read. (Of course, it goes without saying that you’re reading books. You can’t be a writer without reading books, lots of them.) Read David Mitchell’s terrific novels—Cloud AtlasThe Thousand Autumns of Jacob de ZoetBlack Swan Green—and you’ll see a writer who can slide into just about any genre, any style. Sure, most great writers develop their own style. But the best ones don’t try. They experiment for years and years, and eventually their voices come. Personally, I love ghostwriting, which entails extensive interviews and research that ends up having me writing in someone else’s voice—including a book “by” a former NASA engineer and one “by” a 12-year-old girl and a member of Congress. Every time I write in someone else’s voice, or experiment with a different style, my crusty brain forms new connections. 

Not interested in the writer’s life? Would you rather just make an honest living? Consider these remapping tips anyway. They won’t just make you a better communicator—wittier, more analytical, quicker on your feet—they’ll also make you smarter.

Jay Heinrichs is the author of eight books, including the New York Times bestseller, Thank You for Arguing: What Aristotle, Lincoln, and Homer Simpson Can Teach Us About the Art of Persuasion.

 

For the Ideal College Essay, Follow These Steps

We’re going to drill down into a particular kind of essay that will not only help you sell yourself to colleges; it just might change your life.

First, let’s talk about what a personal essay is and what it does. The term essay comes from one of my heroes, Michel de Montaigne. He’s famous for having invented the essay as a literary form. He called it an assais. Or, in English, an assay. That’s where you melt down a metal or other substance to analyze it. See what it’s made of. Determine its worth. At the advaßnced age of 38, Montaigne decided to do this with himself. In the middle of a terrible pandemic, he retreated to his chateau to examine himself—under the assumption that, as a human, he shared the most important traits with other humans. By assaying himself, he would assay all of humanity. 

And this is what you need to do in your college essay: assay yourself. Show your worth as a candidate. Make the admissions officer fall in love. And this is what you need to do in your college essay: assay yourself. Show your worth as a candidate. Make the admissions officer fall in love. 

Let’s start with the Don’ts

First, don’t brag about how awesome you are.

Admissions officers tell me they get way too many of these types of essays:

 

1.     How I learned I was an amazing leader. As captain of my soccer team, we were about to lose the championship when I discovered at the last minute that I had the ability to inspire my teammates!!!

2.     The day I discovered that foreigners are actual people. My rich parents sent me abroad so I could learn how to use “empathy” in every other sentence. 

3.     My grandmother taught me values, and then she died.

 

Actually, that last one  doesn’t count as bragging. It’s just that admissions officers tell me they’re sick of reading about grandmothers. Too many students do that.

Well, so what? Why can’t you just write about whatever you want? Because the college essay is not just a literary exercise. It’s a rhetorical one. It’s a sales document, an act of persuasion. And the first rule of rhetoric is… 

It’s not about you.

Rhetoric is all about the audience. It’s about getting and holding their attention, gaining their trust, and convincing them. Before you can do any of those things, you have to know a bit about your audience. For one thing, she’s bored. She has to read thousands of these essays—thousands of grandmothers and trips abroad and young awesomeness. Or she’s seeing a wordy repetition, full of “life journeys” and “empathy” for strangers. 

Meanwhile, she’s looking for something—something she rarely sees often enough. A particular trait that she usually can’t see in a transcript or board scores, or even in alumni interviews. Focus on that one thing, and you’re on your way to a winning essay. One that hits the bullseye with your audience. 

And what is that one thing? Let me keep you in suspense for a minute longer. Because I can already hear your objection:

What about the prompts? 

I mean, what about the questions the Common Application lets you choose from? And what about the prompts individual colleges use? 

Well. As every media consultant will tell you, you should give the answer you want, regardless of the question. In the case of essay prompts, I’d suggest ignoring them at first—just ignore them; at least until you’ve written a draft or two. Focus instead on the one thing the admissions officer is looking for. And that one, most important thing she’s looking for is…

Your ability to grow.

That’s the main secret to a winning essay. Every admissions officer I’ve talked to says this is the most winning trait, the one that doesn’t show up in transcripts. An ability to learn, to adapt, to change—to grow: this reveals the student who will get the most out of a college education. 

And it’s especially important if you don’t happen to be perfect, if you didn’t do a jillion activities and score perfect grades from age three on. Plus, a character’s growth and change form the backbone of every great story. Which is what every winning college essay should do.

1.     Show an ability to grow.

2.     Tell a great yarn.

When you look at the prompts, you can see that a personal growth story works for every single one of them. So never mind the prompts. Make sure your essay does these two things: growth, and storytelling.

Now let’s talk about how to achieve that.

We’re about to go over the details of a very specific kind of essay. I call it the epiphanic essay, because it has to do with an epiphany—a discovery, a moment of sudden awareness. 

An epiphany usually starts with some sort of crisis, an internal conflict. 

So that’s what you’re going to start with. You’re going to write a sentence or two that sums up the whole deal: your personal crisis that leads to a moment of self-discovery.

Huckleberry Finn faces just such a crisis when he has to decide whether to turn in his friend Jim, a runaway slave. As a good southerner, Huckleberry knows it’s a sin not to return stolen property. And Jim has stolen himself. But Huckleberry chooses friendship over his own moral code. All right, he says to himself. “I’ll go to Hell!” And he instantly grows in this self-discovery. 

Huck Finn’s pith: Should I obey the law or save my friend?

In Paulette Jiles’ wonderful novel, News of the World, a young girl learns to trust a man she has been taught to believe was her enemy. A white girl captured by Plains Indians who treat her as one of their own, she learns during a battle to love an old man who should be her worst enemy. 

The girl’s pith: Can a white man be my friend?

But the best example I can give is that of my son George. At the beginning of seventh grade, he developed chronic headache syndrome—a splitting headache that can lasts for months, even years. It gets triggered by a virus, and in a type-A person like George, it creates a sort of negative feedback loop: the headache causes stress, which makes the headache worse. Like Huck Finn, he found himself confronting his own type-A identity. He spent a whole miserable semester out of school, lying on our living room couch. Eventually, he ended up in a psychologist’s office with wires attached to his head, trying with his own brain to make a set of red bars on a computer monitor all turn green. The psychologist, a Dr. Kravitz, was a biofeedback expert. He tells George that the way to change the bars on the screen is to let go of his struggles. Dr. Kravitz tells him, “Try not to try.” 

Being the goal-oriented type he is, George sits down at the machine and pushes his brain. “Uuuuggggh!” He’ll make those bars turn green. And of course they don’t.

This is the pith of his essay, the moment of greatest conflict, on the edge of his epiphany, when he learns the secret of trying not to try. 

Is it easy to come up with this sort of pith, a moment when you have to rethink your very you-ness? Of course it’s not easy! Writing isn’t easy! 

Anyway. Think of a moment in your own life, when your own identity was challenged. When it made you miserable, or when you discovered you were wrong about yourself, or when you found that the very trait that made you such a loser turned out to be an asset.

Let’s try the epiphanic technique on the topics that are boring those poor admissions officers across the land.

Instead of “How I discovered I was an amazing leader…”

I suddenly realized that the best way to lead may be not leading at all.

An epiphanic essay on leadership might have as its pith the moment when the weakest member of the team inspired all the others, making the writer suddenly realize that leadership means more than being the best at something. It means discovering the best in others.

What about the foreign-trip essay, the one where the kid finds that primitive backward people are actually human? Well, a great pith might be this:

I watched in disgust as one of the high-status people treated a lower-ranked member of the village with condescending scorn. And I realized that I had done exactly the same thing every time I told a non-PC joke.

For the grandmother essay, a pith might be something like:

When I showed her my prizewinning watercolor, she went up into the attic and brought down a box. It was full of the most beautiful art, including watercolors. I suddenly realized I wasn’t so unique after all. Instead, I felt like a link in a wonderful chain.

So that’s the pith: I thought I was special, and learned I was a part of something much bigger. 

Or, the thing I was proudest of, the trait that made me, me—was exactly what was bringing me to my knees. As in George’s essay.

Or, what I thought was a good thing—something that made my kind special—was actually the worst kind of sin.

Or, my biggest weakness, something I was most ashamed of, became my biggest source of strength.

Got it? The pith is the first thing you write—just a brief note about how your identity was challenged. It might take a long time to craft your pith. Which is why it’s a really bad idea to try and write a college essay in one weekend. Or even one month.

Back to George and his essay. At this point—actually, after a couple weeks of trying to figure out what the heck was the pith of his essay—he had his moment of maximum conflict. It was also the climax of his story, though he didn’t realize it yet. 

So let’s turn to the next step.

One of the biggest mistakes beginning writers make when they try to do an outline is to write it in proper order—writing the beginning first, then the next part, then the next, and so on until at last you put down a few words for the ending. This defeats the purpose of an outline. You might as well just write the darn essay.

To make the outline work, you need to first put down the elements in no particular order. What do I mean by elements? Let’s look at George’s story:

First of all, there’s the pith: My type A-ness is ruining my life, and I need to find a way to deal with it. 

OK, what other elements are there? He lists a bunch of scenes, descriptions, and actions. Again, these are just the various parts he’s laying out. Sort of like the scene in Deadpool where the blind woman lays out the parts for the Ikea furniture-- Kullen. Or was it the Hurdal? Love that movie.

The elements list just lays out the parts. Then, once you have all the parts laid out, you mess around with them. See what order to put them in. Which is the next step in crafting our essay. You write an outline.

The classic way to organize a story is the Hero’s Journey.

The main character leaves home, or his comfort zone or whatever, because of some sort of challenge or conflict. She may be reluctant at first, but ends up committing. She attempts some solutions, tries and fails. Along the way she gathers knowledge and maybe an ally or two—a wise counselor, or friends, or fellow warriors. Alone or with the others, the hero overcomes obstacles, deals with setbacks…and ends up in a climactic battle. Or on a ledge. Or at a moment of truth. Or in a mind-blowing dialog. In any case, the climax constitutes a clash of opposing forces. And its outcome is some sort of victory for the hero, often an unexpected kind of victory. And, most important, the hero learns something to take back to the village. Or, to college. Whatever.

George’s essay topic seems perfect for a hero’s journey outline. He arranges the elements in an outline that tells his hero’s journey, and tweaks some of those elements along the way. In one of those elements, he begins to ask himself questions. The first question he asks himself is if he should be like Job, in the Bible. God gives Job boils, kills his family, takes everything he has, but in the end Job accepts his fate. God puts everything back to rights. So let me show you the end of George’s essay, when he asks the questions while staring at a beautiful picture on the wall of a field of grass.

What if I acted like Job? Would my life come back? Maybe this is what trying not to try is like. Instead of putting myself in the field, what if I simply let the field be the field?

One bar goes green.

Okay, one bar is green. I’m starting to get what the doctor is saying, but I don’t really like it. Will this be one of life’s limitations, spending the rest of my life trying not to try? Will I have to change who I am?

The world has expanded for me and I am no longer the center. Sure: I can’t change everything. And there is the crux of the whole thing: I’ll always be hardheaded and stubborn. Still, as I look at the painting it comforts me. It’s perfect and peaceful without me. It’s beautiful all on its own. I don’t have to do anything. 

Accepting things that are beyond me, being comforted by something that exists regardless of what I do: is this what faith is?

All the bars turn green.

Forgive me for bragging about my son, here, but that essay ended up being one of five that were read to the entire first-clear class at Middlebury College. And I’m convinced it helped George sell himself to the school. He portrayed himself as a seeker of wisdom. One who can grow and change, who’s willing to challenge his own identity. And who knows a great epiphany when he sees one. All by writing about his headache. Which was entirely his idea.

Keep in mind that this kind of essay isn’t easy to pull off. And it shouldn’t be. The epiphany comes after a struggle, and so does this essay. You should maybe write a bunch of piths to find that one that truly suits you. Then, be prepared to rewrite the list of elements several times before even attempting an outline. Once you draft the essay itself, you should be willing to rewrite it a bunch of times. Make every sentence beautiful and rhythmic, full of concrete details, and clean of all clichés. Then work on transitions between paragraphs, so that one flows inevitably into the next. Focus on the climax, the moment of truth—your epiphany. Finally, experiment with different endings. The ideal ending should make the admissions officer gasp. 

And take your time. Even Shakespeare probably did his share of rewriting.

Is it worth it?

I believe that the college admissions essay is one of the most important pieces of work any student can do in high school. And not just because it can help you get into the college of her choice. It’s much more than that. 

The essay truly is an assay, a self-examination. And I’m not just talking about the aspiring writer. I’ve worked with students who went on to brilliant scientific careers, or became accomplished photographers, successful business owners. All of them tell me that this act of assaying themselves was one of the fundamental moments in their maturity. 

But wait, there’s more.

There’s an old story I heard at Dartmouth, about a classics professor who taught a course in ancient Greek. When only one student signed up for the course, the professor went ahead and taught it anyway.

A colleague said to him, “Why on earth are you teaching that entire course to just one student?”

And the old professor reared up and said, “To save his immortal soul!” 

And that is the moral to my story here. Why do you go through the agony of teaching such a torturous writing exercise?

To save your immortal soul.

What's New in the Fourth Edition of Thank You for Arguing

Additions:

·       New preface, replacing Third Edition preface.

·       Extensive new material on resetting an audience’s priorities.  In my consulting work and my observation of persuasion in the marketplace, I’ve found that very little persuasion has to do with changing people’s minds. Most rational persuasion has instead to do with resetting an audience’s priorities. 

·       A new chapter (14), “Make a Connection” showing how to adjust an argument to particular audiences.

Deletions:

·       Delete chapter 21 (“Speak Your Audience’s Language”), which repeats somewhat the material already presented.

·       Delete chapter 22 (“Make Them Identify with Your Choice”), which readers criticized as being too obscure.

 

Revisions:

 

·       Many pop culture refs; remove old ones.

·       Revise seduction description (chapter 2), changing the definition of the term to relieve criticism that I’m encouraging rape.

·       Revise anecdote on Eminem’s decorum (pages 49-50) to relieve criticism that I’m letting a white man seem more intelligent than his black audience.

·       Addition to the Concession (“Agreeability” section in chapter 18): Story of how Dorothy Sr. talked me into an anniversary trip). In that same chapter, cut anecdotes about Amy Schumer and Joe Biden.

·       Less on Trump, much less on Hillary Clinton.

·       Revision of pathos: anger, fear; patriotism translated as “tribalism.” Included a short section on oxytocin as neurological proof of Aristotle.

Minor revisions to the index to reflect the changes in this edition.

Unblock Your Writer’s Block

sloth_family_tree.jpg

Oh, the horror. Your paper is due tomorrow, and for the jillionth time you have sat down at the keyboard in hopes of jumpstarting that tree sloth of a brain. But no. Your brain just hangs there, chewing on a leaf. 

Personally, I think “writer’s block” is a misnomer. While it may feel like a block, technically it’s more of a swamp. A mire. A slough of despond. Your temporary inability to write may stem from a whole variety of causes—performance anxiety, imposter’s syndrome, distraction, a sudden awareness that you have no clue what you’re talking about—along with a whole host of brilliant excuses having to do with software or Netflix or your alarming love life. 

Here are a few techniques you can use to get that sloth brain out of the mud and climbing to beautiful heights. I believe they work whether you’re a student or a professional writer.

1. Remember, your block is temporary.  

Whatever you do, avoid looking up “famous writers with writer’s block.” You will find extreme examples of literary giants (Haroldå Brodkey, Harper Lee, Henry Roth, Ralph Ellison, George R.R. fricking Martin) doing bupkis for years, even decades. But come on. Most of us aren’t writing the next Song of Ice and Fire or To Kill a Mockingbird. There is not quite as much at stake. You’ll get past this.

2. When you have trouble writing, stop writing.

Writing is not a bowel movement. You don’t sit down and get instant results. And writer’s block is nothing like constipation. Writing is thinking, and you need sufficient time to think. If you have the time (and aren’t, say, doing a timed AP exam), go over the assignment or your initial idea again and again. Let the project settle happily into your brain. Most of the writers I admire, including Neil Gaiman, Hilary Mantel, and Ernest Hemingway, have given their ideas time to percolate. We’re taught in school to come up with rapid-fire answers to questions—a neat skill, certainly. But this is a terrible way to think over the long run. Why? Because creative thinking needs the long run. Let your unconscious brain carry its weight for once.  

3. Visit the Owl of Minerva. 

 The goddess of wisdom “flies at dusk,” wrote the philosopher Hegel. He meant that your best thinking does not happen during the day, when you’re barraged with distractions. These days, though, the Owl of Minerva tends to hide far into the night, when social media and texting fill the air with white noise. 

Try this instead: go to bed ridiculously early. Devices entirely off. Earplugs in if necessary. I put my phone on Do Not Disturb after eight o’clock. Then I listen to audiobooks—the more boring the better—until I’m sleepy. Set an alarm for 4:30 a.m. Yes, you are throwing your biological clock out the window. But the secret of some of the best writers is their ability to sit still, and some of us can only sit still when we’re practically catatonic. I get up at 4:30 seven days a week and start writing after my first cup of coffee. (I began writing this at 4:40 a.m.) Besides preventing distractions—who in her right mind is up at this hour?—you can tap into your unconscious brain more readily when you’re, you know, unconscious. 

4. Try the Comet Method.

 That’s what I call the outlining technique I use for much of my writing. If you think outlining is for weenies, think again. You should outline even shorter pieces, even in a timed exam. An outline is a plan, and everything needs a plan. 

My Comet outline starts with a “lede,” a beginning. This is where you make your main points, or introduce the action, or set the scene. Don’t try to write the entire paper or essay or story. Just work on the lede. One or two paragraphs. Rewrite it two, three, ten times until it seems pretty good. Now you’re ready to write the end, just one paragraph or even one sentence. Skip the middle entirely. Once you get the beginning and end right, you’re ready to outline the middle. Not write the middle. Outline. I use Microsoft Word’s outline view. It drives me crazy but it works. 

Why do I call this method the Comet? Because it has a bright head that tails off into a glittering outline. Once you have a Comet, you can fill in the outline with your first draft. You’re not writing so much as following your own instructions.

5. Then there’s the Pith, or Chase the Ball, Method.

 I use this occasionally for shorter pieces, especially when I’m making an argument. This time, don’t try to write at all. Just take notes. Jot down exactly the point you want to make. Write the pith, the hard seed that will form the core of your peach of a paper. Limit yourself to 40 words, about what would require one human breath to read aloud. (The ancient Greeks, who believed that our brain follows the patterns of the rest of the body, called this a “period.” The length of a breath equals the length of a thought.) Once you have your pith, your nugget of an argument, chase it. Write down your proofs, tell a story if you have one; do everything that defends your pith.

If this method seems clumsy, fine. Just work on a pith, then ignore it and write your paper. You will find that your unconscious has already lifted your brain out of the mud.

6. Write badly.

 The biggest mistake a beginning writer can make is to try to write well in the mistaken belief that the first draft has to be perfect. Good writing is rewriting. The best writers are really good editors. My books, which average 80,000 to 100,000 words, go through at least a dozen drafts. The first drafts tend to be horrible. The good news is, nobody but me (and sometimes my long-suffering wife) see them. 

If you possibly can, take a day or two between your first and second drafts. If you don’t have that kind of time, try this: write a horrible first draft, then delete it entirely and start over. The second draft will almost certainly be better than if you simply edited the original document. Back in the dawn of word processing, I wrote a 3,000 word story for a magazine, polished it up, and then poof! It disappeared into the ether. Completely gone. I frantically rewrote the thing to make the deadline. And it was better than the one I had lost. Why? Probably because the more forgettable sentences were simply forgotten, replaced by better thoughts served up by my unconscious.

In sum…

Writing is thinking. Some of your best thinking gets done by your unconscious. Take whatever time you can. Think as soon as you get the assignment or an idea. Procrastinate for a bit. Work on the idea, not the words. Let yourself write badly. Then rewrite and rewrite until it’s perfect or, more likely, you have run out of time. Congratulations. You have become an unblocked, if sleep deprived, writer.


Jay Heinrichs is the New York Times bestselling author of Thank You for Arguing, Word Hero, and How to Argue with a Cat. He served as the editor or editorial director of more than a dozen magazines, and has published hundreds of pieces under deadline. You can find him at jayheinrichs.com and ArgueLab.com. He has declared his own time zone, which he calls Jaylight Savings. It has ruined his social life.

Elizabeth Warren Used to Be a Republican. Talking About It Could Save Her Candidacy.

Tool: Reluctant Conclusion, the strategy of showing how facts, changing circumstances, or an emotional scene forced a change of mind.

 

Senator Warren, terror of bankers and Fortune 500 execs, used to be a Republican. She didn’t become a Democrat until 1996, according to the Politico.She downplays the fact, understandably. 

But let me offer a suggestion, Senator: Your Republican past is actually an asset, if you talk about it properly. 

Face it, Senator, you’re way behind your name recognition in polls and fundraising. Ditch the dog photo ops and talk about what forced you to change your party. Then you can talk wealth tax and single payer all you want—as a lifelong card-carrying capitalist.

Here’s the story: As an economist, you were all about theory until you began to study personal bankruptcy. You expected to find cheaters; instead you found people suffering from a rigged system. You had no choice but to look for ways to fix that system. The capitalist system. 

I call this technique the Reluctant Conclusion. It establishes a trustworthy ethosby showing disinterest—being unbeholden to any special interest. Your opinion isn’t biased, it’s dictated by reality. 

Anyone who wants to try this with a spouse or friend or crazy uncle can start with the line, “Yeah, I used to think that, but then…” That’s when you bring up a fact or trend or experience that changed your mind for you. It can win you an argument. Or, just possibly, the White House.