Learn more about problemsolving with this collection
How to use storytelling to influence and persuade
How to create a compelling narrative
How to structure your story for maximum impact
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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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.
219
514 reads
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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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
Related collections
Other curated ideas on this topic:
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.
Two ways to boost your emotional intelligence
Here are two really cool exercises to increase your emotional intelligence:
- Mirror other people’s body language: This first exercise will not only help you connect better with the person across the table, it’ll also make you more emotionally self-aware. It’s one of tho...
How to deal with rude people
- If the person is unaware that they act like a jerk, have a backstage conversation and gently inform them that they've crossed a line.
- If someone is treating you like dirt because they believe that's how to get ahead, get out of there.
- If you are stuck in your situation, bu...
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