understanding the difference between the practical logic of costs and benefits and the empathetic logic of similarities was critical. Some patients came in with analytical questions and asked for data. They were clearly in a practical, analytical mindset—and so he knew they would be persuaded through evidence: studies and data. But other patients told Ehdaie stories about their pasts and their anxieties. They talked about their values and beliefs. These patients were in an empathetic mindset. So Ehdaie knew he needed to persuade them through compassion and stories.
