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How to use storytelling to influence and persuade
How to create a compelling narrative
How to structure your story for maximum impact
Emotionally based decisions
Have you ever brought a well-constructed argument, convinced that your logic will sway the other party? Except that the other party refused to budge.
According to the latest finding in neuroscience, what we believe are logical decisions are based on emotion.
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703 reads
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Building a vision for another person
Get the other party to reveal their problems or unmet objectives.
Build a vision for them of their problem and your proposal as the solution.
They will make their decision because you have helped them feel it is to their advantage and not necessarily because it is logical.
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514 reads
Don't convince with reason
People who believe they can use reason alone to build a case might not succeed. They need to consider the emotional factors that are driving the other person.
The negotiator should create a vision for the other party to bring about discovery and decision on their part.
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498 reads
Decision-making is not logical
A neuroscientist studied people with damage in the part of the brain where emotions are generated. He found that they were unable to feel emotions. They were also unable to make decisions.
They could describe what they should be doing in logical terms but fo...
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511 reads
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Using Rules And Filters
- Filters help us prioritize and figure out what makes sense. When we know what we want, we need criteria to evaluate alternatives. Ask: What are the most critical (and knowable) factors that will cause what I want to achieve or avoid? Criteria must be based on evidence and b...
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