Listening to someone may enhance rapport, but research indicates it does not necessarily lead to increased persuasion; effectively sharing a narrative is more impactful.
In the experiment, canvassers who shared a powerful narrative story about undocumented migrants significantly increased support for related policies, regardless of whether they first listened.
Listeners appreciated the experience and reported liking the canvasser more, but this did not correlate with increased persuasion; clear arguments trump merely being likable.
While listening doesn’t guarantee persuasion, it can create a favorable environment for dialogue, allowing for deeper understanding and connection before presenting a case.
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