How much does reality matter?

It seems a strange question, particularly in a business-related context. Of course, reality matters. And yet, what we are witnessing in the political landscape in some countries – affecting the personal lives (and minds) of the very people we all need to communicate with – is that the power of “perceived reality” is on the rise … and, therefore, the fundamental nature of persuasion appears to be changing.

Politicians make declarative statements that for some are accepted as fact, and for others soon become so as the viral amplification and repetition solidifies perceptions. In a world where many live more and more in their own online bubbles, they are not exposed to different views, or can quickly dismiss an arriving counter-channel as typically biased and inaccurate. As AI portals become more of a conduit for online searches, fewer may see the more robust source content these platforms extract and the underlying critical insight and nuanced context – assuming of course that they even had the time to find and digest it anyway.

Others may react to the “stated facts” with anger, resignation, or tuning out — becoming harder to reach or engage.  

Current political discourse would lead one to believe that, for many, facts have lost much of their potency in debate and that persuasion has become much more of an emotional affair. Claims or rumors may get the same attention as evidence. Effective communicators need to assume and overcome palpable skepticism, understand the unreliability and plasticity of human memory, consider the inattentive contours of a frenetic mind, and find ways to build new bridges to connection. How do you establish relevance and credibility today, let alone trust?

Since the lifeblood of leadership is communications, leaders will need to rely increasingly on emotional and social intelligence, creativity, and more human connection rather than be overly dependent on pure logic and rational debate-craft alone. Not only have facts lost some of their power to educate and change minds, but our assumptions about having an ingoing, shared context of “reality” are sometimes now highly in question.

Across human history, connecting with others well has never been easy. Doing so effectively today requires new levels of thoughtfulness, care and capability.  But then again, you may disagree …