We have two brains, or rather, two ways of processing and reacting to information.
We have our natural mind which causes us to react fast, instinctively, and emotionally.
We also have our rational mind which is slower, more deliberate, and logical/reasonable.
Nearly everybody reacts to questions, suggestions, and critiques with their natural, instinctive, and emotional mind and then a moment later we create a response in our rational mind–which has been affected by the emotional reaction.
This is valuable to understand because if we can affect somebody’s natural, instinctive, and emotional mind–his subconscious response–we can guide his more rational mind to make the decisions that we want him to make. Of course, this could be used for terrible and hurtful things and it’s our responsibility to use a tool like this responsibly and honestly. Negotiation, whether personal or business is a good way to use this. Manipulation for nefarious ends is, well, evil.
But far beyond you or me using this as a tool of “master manipulation” (or whatever), it is most important to understand that we, too respond this way to all kinds of things.
If we can actively and conscientiously work to master our own mind and its response and reaction to things, we can better position our rational mind to make better decisions for us and the people around us. We won’t have a bad and upset emotional mind firing up a “rational” response that seeks revenge or envious reprisals.
We also will better be able to control ourselves in negotiations when the other side is applying pressure to achieve their goals.
Understand how the information thrown at you will affect your decision-making and you can practice making better decisions.