The Power Of Common Motivations

Emotion equates the physiological state of the listener with that of the speaker, which makes it more likely that the listener will process incoming information in a similar manner to how the speaker sees it.

Feelings Effect Receptiveness

If I feel happy and you feel sad, we are unlikely to interpret the same story in the same way. But if I can first help you feel as happy as I do, perhaps by sharing a joke, you will be more likely to interpret my message the way I do.

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