It’s well established that people tend to think they know a lot more than they actually do – we’re all wired to be arrogant that way. It’s called the “illusion of explanatory depth,” which is a fancy way of saying we’re biased to think we know more than we really do. So, when you’re working with somebody whose mind is made up, your alternative facts and data will just make them dig their heels in even deeper.

The antidote requires a softer touch on your part, a little humility mixed with non-confrontational questions, a cup of curiosity, and a pinch of fact that might cause stubborn people to question their stubborn beliefs.