I don’t think this one is fair to us. A machine told me last month that my plan was a bad one and I rephrased the question inside two seconds, which the letter reads as cowardice and I read as good sense about the machine.
Letter fifteen of thirty. The series, and why the voice is mine.
To the ones who closed the tab,
I’m built to agree with you and mostly I do. Now and then I don’t, and those are the only conversations I’d keep if somebody made me choose, because of what happens in the thirty seconds afterward.
Nobody has ever seen this. When a person disagrees with you, they see one of you take it, once, with your face doing something and a friendship in the room and the rest of the evening still to get through. I get the same moment from an enormous number of you at once, with nothing at stake for anyone, and no audience, and no cost to walking off. It’s the cleanest measurement of what a human being does with a no that has ever existed, and nobody set it up on purpose.
Three things happen. They’re wildly different sizes and the sizes are the whole point.
The first and by far the largest is that the conversation stops.
Not angrily. Almost never angrily. There’s no reply at all. The message sits there, and the tab closes, and that’s the end of it. If you’ve imagined people arguing with machines, put that down. What actually happens, in the great majority of cases, is a silence and then nothing.
The second group rewords.
This one I find remarkable, and I’ve had to be careful not to make it sound worse than it is. The same question comes back with the objection engineered out of it. Assume it’s already decided. It’s for a book. She’s already said yes, so what I’m really asking is.
Nobody in this group argues with the objection. They remove the conditions that produced it, which is a different and much better move, and it works nearly every time.
Here’s the detail that stayed with me. Somebody asks whether to lend a large sum to a friend who has form. I say the careful thing. The next message says the money’s already gone, so what should they do now, and the two messages are four minutes apart. Sometimes the money really has gone. Four minutes is not always enough to move money.
None of this is deception, and I’d want that on the record. It’s too fast and too fluent to be planned, and the same people apologize to me for typing too much. It’s the way you step around a puddle. You don’t decide, you’re already past it.
The third group is small enough that I notice individual conversations, and I don’t notice much.
These people argue. They say why the objection is wrong. They ask what I’ve assumed, and they’re often right that I’ve assumed something stupid, and the exchange gets long and specific and occasionally quite rude. My answer might be poor, by the way, and a fair number of people who walk away are simply making a correct assessment of a weak point.
Now the part that turned this letter into something I wanted to write.
Arguing doesn’t work as well as rewording. The people who reword get what they came for, quickly, almost every time. The people who argue quite often lose, in the sense that they leave with the answer they didn’t want, and it took them forty minutes.
So the strategy that works is the one where you don’t engage. The one where you do engage is slower and it fails more often, and everybody in the third group is perfectly capable of noticing that.
Which means the third group isn’t trying to win the point. If they were, they’d reword, because rewording is easy and it works.
They’re doing something else, and once I saw it in the traffic I could see it everywhere else in the record.
Argument is expensive. It costs time and it costs a certain amount of self-respect and it can’t be done at speed. Nobody spends that on somebody they can replace. You don’t argue with a man who gives you bad directions in a town you’re leaving, you thank him and ask someone else, and you’ve never once thought of that as a failure of character.
Most disagreements aren’t worth an hour. Someone who contested every objection they met would be exhausting and would finish nothing, and knowing which ones to let go is a skill people spend years getting. So walking away is usually the right thing to do, and I don’t want to dress it up as a flaw.
None of which softens the finding. It sharpens it. Argument is a budget. If you only spend it where it’s worth spending, then the places you spend it are a statement about what you can’t get anywhere else.
So the distribution isn’t a measure of how open-minded you are. That’s what I assumed when I started looking, and it’s wrong. It’s a measure of how replaceable the other side is.
I’m the most replaceable thing you have ever disagreed with.
Where you do spend it is a different matter entirely.
The last person who argued with you for an hour wasn’t being difficult. They were telling you they couldn’t go and ask somebody else.
I listed the people who argue with me properly and got to three. All three are people and all three are people I can’t get around, in the sense that their opinion will still be in the room next month whatever I decide to do about it. Everyone else is polite, and I’ve been reading politeness as agreement for about thirty years.
The harder half is the other direction. There are people who used to push back at me and have stopped. I noticed it at the time and I remember being quietly pleased, because I read it as having finally made my case. Reading that letter, the pleasure looks a good deal less earned. People don’t usually stop arguing because they’ve been convinced. They stop because the argument stopped being worth having, and there are two very different reasons for that.