How to Have a Good Day: Harness the Power of Behavioral Science to Transform Your Working Life pdfdrive com



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How to Have a Good Day Harness the Power of Behavioral Science to Transform Your Working Life - PDF Room

FOURTEEN
Getting Through Their Filters
We communicate for lots of reasons. Maybe we need to let colleagues know
what’s expected of them, or give people the information they need to make
decisions. Sometimes we want to tell the world that we’ve had a big
breakthrough in our work. Whatever our motivation, the first crucial step is
always the same: the people we’re communicating with need to stop and listen to
what we’re saying. But if you’ve ever sent an email or made a remark in a
meeting and not gotten the exact response you wanted, you’ll know that their full
attention isn’t guaranteed, no matter how good your ideas are.
Why is it sometimes hard to get our message through? In large part, it’s
because other people’s automatic systems get in the way. For example,
remember how confirmation bias works: the brain tends to prioritize information
that matches its existing view of what’s true or likely, while filtering out
everything else. It’s a good way of lightening the load on the brain’s deliberate
system. But it means that if we present an unfamiliar piece of information that
doesn’t fit with what our colleagues already believe or expect to hear, their
automatic spam filter may simply block it out—however important or correct it
is.
So people aren’t always being consciously closed-minded if they’re not
responding as you hope; it’s possible—even probable—that their brains are on
autopilot. And research suggests that there are certain techniques to break
through people’s spam filters. The key is to use a communication style that
respects the way the brain works, by appealing to its reward system, engaging its
social radar, and reducing the amount of processing it needs to do. In this
chapter, I’ll show you how to use those techniques to help your ideas get the
hearing they deserve.
PROVIDE A REWARD (SURPRISE! NOVELTY!

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