From the course: Selling with Stories, Part 1: What Makes a Great Story?
Join today to access over 24,000 courses taught by industry experts.
Emotion
From the course: Selling with Stories, Part 1: What Makes a Great Story?
Emotion
- Emotions play a critical role in decision making. But it's only been in the last few decades that science has shed some light on exactly how that works. There's a lot of psychological research showing that human beings make subconscious emotional decisions in one place in the brain, and then justify those decisions more logically and rationally in another place in the brain. So, while it may sound counterintuitive, we need emotions to make good decisions. And while facts and figures and logical arguments aren't very good at reaching people emotionally, stories seem uniquely adept at it. One of my favorite definitions of the word story is by novelist E.M. Forster. He said that, "A story was nothing more than a fact plus an emotion." And he gave a brilliantly simple example. He said, If I were to tell you, "The king died, and then the queen died," well, that wouldn't be a story would it? But if I told you, "The king…
Practice while you learn with exercise files
Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.