216. Wired for Words: A Neuroscientist’s Guide to Influence

Think Fast Talk Smart: Communication Techniques

Understanding your audience's psychology is the key to crafting communication that resonates.

Persuading others isn't about magic spells or mind-reading tricks. According to Emily Falk, the real secret is simpler: know what your audience finds relevant, and you’ll be able to craft a message that resonates.

Falk is a professor of communication, psychology, and marketing at the University of Pennsylvania, Vice Dean of the Annenberg School of Communication, and director of the Communication Neuroscience Lab. In her book What We Value: The Neuroscience of Choice and Change, she reveals that our brains have what she calls a "social relevance system" — our ability to understand what other people are thinking and feeling. "I use social relevance as this kind of catchall for these thoughts about what other people are thinking and feeling, which also helps us predict what they're gonna do and how we might communicate successfully with them," she explains.

In this episode of Think Fast, Talk Smart, Falk and host Matt Abrahams explore how to put this insight into practice, from the power of storytelling to leveraging "neural synchrony" to create shared understanding. Whether you’re motivating a team or influencing a customer, Falk offers science-backed strategies for tapping into your audience’s psychology and communicating with relevance.

Episode Reference Links:

• Emily Falk
• Emily’s Book: What We Value
• Ep.39 Brains Love Stories: How Leveraging Neuroscience Can Capture People's Emotions
• Ep.188 Mind Reading 101: To Know What Your Audience Thinks, Just Ask
  

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• Matt Abrahams >>> LinkedIn

Chapters:

• (00:00) - Introduction
• (02:01) - Neuroscience & Behavior Prediction
• (03:19) - Brain Systems in Persuasion
• (04:42) - Tailoring Messages for Impact
• (07:20) - Psychological Closeness & Relevance
• (09:48) - Power of Storytelling
• (13:02) - Neural Synchrony & Shared Meaning
• (14:47) - Better Conversations Through Sync
• (18:51) - Rapid-Fire Q&A with Emily Falk
• (24:47) - Conclusion

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