Persuasion tactics that prompt a sense of incongruity between aspirations and current behavior can promote rethinking.
If you’ve ever been angered about the entire sum of your work being reduced to the “billable hour,” apparently things have gotten worse for many workers.For some individuals, this productivity tracking includes random screenshots of their computer at 10-minute intervals and photos shot from their laptop camera. With employees aware their keystrokes are being watched, it has led to a new invention: The mouse jiggler.
Here, we see an attempt to create a sense of incongruity between the goals and aspirations of the organization and its current behavior. The intent is to create a sense of inconsistency, which is a keyWhile this rhetorical tactic helps draw out an inconsistency between the stated goals and aspirations of an organization, you are still up against unstated goals .
For example, the stated goal of the tracking devices was just wanting the “data” and to “manage workflows,” but Amy was skeptical, of course, and also heard of more invasive reasons for the technology. As she mentions, in a command-and-control environment, where every minute is managed, supervisors immediately say,"Oh, we can tell when people are taking smoke breaks, or if they’re spending too long in the bathroom, or if their lunch takes too long.
Amy was a lone voice that was up against individuals with more power and seniority than her who had created a command-and-control environment. Even with a persuasive message, she was ultimately not successful in stopping the initiative, but she's glad that she did speak up and wanted to be “on the record.” In this, there is “value-expressive” worth in speaking up, as we affirm what is important to us and can live with a greater sense of integrity.
One way to speak up is to voice how a proposed course of action is inconsistent with the stated goals and aspirations of your organization. It can create a sense of incongruity that is persuasive, even if you are up against powerful interests. You can alsois the Assistant Director of Academic Affairs and Assistant Professor in the MS in Learning and Organizational Change Program at Northwestern University.
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