What is the term for the act of hearing only what we want to hear, not necessarily what the other person is saying?

The term for the act of hearing only what we want to hear, rather than what the other person is actually saying, is referred to as selective perception. This concept is central to understanding interpersonal communication and relates to how individuals interpret information based on their preferences, beliefs, or opinions. When someone engages in selective perception, they filter the incoming messages to align with their existing viewpoints while disregarding other potentially valuable or conflicting information.

In a sales context, being aware of selective perception is crucial for effective communication. Sales professionals must recognize that their audience may not be receiving their messages in the way intended and may only focus on aspects that confirm their preconceptions. This understanding can help in adapting communication strategies to ensure that the message resonates with the listener beyond their selective biases.

Active listening refers to attentively engaging with the speaker, ensuring that one fully hears and understands their message, which contrasts with the filtering nature of selective perception. Misinterpretation involves misunderstanding the message received, while confirmation bias is a broader cognitive phenomenon where individuals seek out information that validates their existing beliefs. While these concepts are related, they do not specifically describe the act of filtering out conflicting information in the same way that selective perception does.