Hands-free narration of this study — good for the car.
Synopsis
Reasoning weighs ideas before acting on them; suggestion produces an opinion or action without deliberation, and the chapter argues that most human decisions are moved primarily by suggestion rather than conscious logic. Three conditions make hearers susceptible: a natural respect for authority (illustrated by hypnotism's power over a subject who believes he is swimming or hears a band), the tendency of feelings, thoughts, and wills to follow the line of least resistance once a direction is accepted, and susceptibility to environment, since crowds and surroundings radiate contagious conviction. On this basis the chapter shows the speaker how to work suggestion honestly: gain the audience's confidence, since 'confidence is the mother of conviction,' illustrated from Grady's humble introduction and Bryan's 'Cross of Gold' opening; be confident yourself, since assurance is contagious even when, as the chapter warns, a merely bluffing confidence collapses once tested by fact; speak with the weight of authority, backed by real credentials; use example, since audiences imitate what others are already doing; and use figurative, indirect language, which implies conclusions rather than stating them and so arouses no contradicting idea. The chapter closes by noting that suggestion, mixed judiciously with sound argument, becomes irresistible.
Key points
- Suggestion produces opinion or action 'without first being subjected to deliberation,' and moves most human decisions more than conscious reasoning does.
- Three conditions make hearers susceptible: respect for authority, the tendency to follow the line of least resistance, and susceptibility to environment.
- Confidence is the mother of conviction — an audience must trust the speaker before any suggestion can take hold.
- To secure confidence, be confident yourself, but confidence must rest on real merit or it collapses when tested, as with the wood-ashes story.
- Example and figurative, indirect language are powerful suggestive tools because they invite imitation and imply conclusions without arousing contradiction.
Key texts
- Matthew 13:34
- John 4:7-26
- Mark 4:33-34
From the book
Chapter XXII — Influencing by Suggestion · Open the reader
- “when an idea produces in us an opinion or an action, without first being subjected to deliberation, we are moved by suggestion.”
- “Confidence is the mother of Conviction.”
- “To secure confidence, be confident.”
Put it into practice
- Before your speech, work deliberately to win your hearers' confidence — through an honest, humble, or assured opening suited to the occasion.
- Examine your own motives and the truth of your cause before using suggestion, since it can serve error as easily as truth.
- Prefer figurative or indirect statements at points where a direct assertion would invite argument, letting the picture imply the conclusion.
- Comprehension
1. How does the chapter distinguish reasoning from suggestion?
- Scripture
2. Read the chapter's account of hypnotism. What does it demonstrate about authority and suggestion?
- Doctrinal Clarity
3. Why does the chapter insist a speaker examine his motives before using suggestion?
- Comprehension
4. What three conditions make audiences susceptible to suggestion?
- Contrast
5. Contrast Grady's introduction with Bryan's 'Cross of Gold' introduction as ways of securing confidence.
- Contrast
6. Contrast confident assertion resting on real merit with mere bluff, using the wood-ashes example.
- Comprehension
7. Why does figurative or indirect language have suggestive force, according to the chapter?
- Comprehension
8. How does 'example' function as a means of suggestion, per the chapter?
- Application
9. Where in your own speaking do you rely on bare assertion where a vivid, indirect image might work better and avoid resistance?
- Application
10. Before your next opportunity to speak or persuade, examine your motive as the chapter urges. Is your confidence backed by real merit?