Читать книгу Power Cues - Nick Morgan - Страница 11

Welcome to Wonderland. Most of what we think about the way people communicate is wrong, yet the reality is much stranger and more astonishing than we can even imagine. A series of recent breakthroughs in science have overturned the accepted wisdom about how we express ourselves to others, how we interpret what they say to us, and how we decide whether or not to follow another’s leadership. These scientific studies not only allow us to understand communication in a new way, but also reveal how to become much more persuasive and successful without changing a single word we say.

Take the following recent findings from brain research:

 You gesture before you think consciously about what you’re doing.

 You have neurons that fire when you witness someone else experiencing an emotion—and they give you the exact same emotion.

 If you lose your ability to process emotion, you lose your ability to remember or to decide anything.

 You emit low-frequency sounds that align with the most powerful person near you through matching vocal tones.

 Your measurable nonverbal signals concerning your confidence in a negotiation predict success or failure far more accurately than the relative merits of your position or what you say.

 Neurons are distributed throughout your body, not just in your brain, including your heart and your gut.

 When you communicate with someone else, the two of you align your brain patterns, even if you don’t agree with the other person.

Each of these findings is surprising, and some truly defy common sense.¹⁰ I’ll talk more about each one in the coming chapters. But taken together they add up to a very different view of how people actually communicate and what you should do to connect with other people powerfully and persuasively.