Have you ever noticed that people tend to discount information that conflicts with their past experience? Why is it so hard to motivate people to change, even when there’s a clear pattern of evidence to support your point? Chances are, your message is getting filtered by the “left brain interpreter.”
Psychologist Michael Gazzaniga of the University of California at Santa Barbara has conducted ground-breaking “split brain” research into the different functions of the left and right hemispheres of the mind. He has found that the left brain relates and compares new data it receives against past experience. Decisions are not made in a vacuum. The left brain searches for coherence and makes sense of all new information against the backdrop of memory. Dr. Gazzaniga says:
“Our personal narratives originate in the left hemisphere.”
Our minds are telling us stories all the time. This is why the power of stories to learn, lead and sell is so effective. Fighting someone’s story solely with facts and data simply won’t work! For influential change conversations, we must approach one person’s story with a familiar story first. Enjoy the video!