Understanding Emotional States in Communication

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Effective negotiation or influence goes beyond just structuring questions; it requires a deep understanding of the emotional state of the individual involved. In situations where a teenager has been bullied, emotional responses such as fear and anger dominate, creating a sympathetic state that hinders communication. When in this heightened emotional state, individuals struggle to process information and engage in reflective listening. The body prioritizes survival, leading to physiological responses that limit their ability to hear and understand dialogue. Recognizing these dynamics is crucial for navigating conversations with teenagers effectively.

Retired Green Beret Scott Mann shares battle-tested strategies for motivating people in low-trust, high-stakes environments.

— YOU’LL LEARN —

1) Why storytelling is super powerful

2) The key shift that makes stories memorable

3) How to regulate emotions (both yours and others)

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— ABOUT SCOTT —

Lt. Col. Scott Mann is a retired Green Beret with over twenty-two years of Army and Special Operations experience around the world, and a New York Times bestselling author. He has deployed to Ecuador, Colombia, Peru, Iraq, and Afghanistan. He is the CEO of Rooftop Leadership and the founder of a 501c3, The Heroes Journey, committed to helping veterans tell their stories in transition. Scott regularly speaks to and trains corporate leaders, law enforcement, and special operations forces on best practices for going local, storytelling, and making better human connections.

Scott has frequent appearances on Fox News, CNN, and other national platforms as a thought leader on building organizational relationships, restoring trust in our communities, and a range of national security issues. He is also an actor and playwright who has written a play about the war called Last Out—Elegy of a Green Beret on Amazon Prime. Scott lives in Florida with his wife Monty where they are deepening their skills on empty nesting.

• Book: Nobody Is Coming to Save You: A Green Beret's Guide to Getting Big Sh*t Done

• Website: ScottMann.com

— RESOURCES MENTIONED IN THE SHOW —

• Book: Getting More: How You Can Negotiate to Succeed in Work and Life by Stuart Diamond

• Book: Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz

• Previous episode: 311: Communication Secrets from FBI Kidnapping Negotiator Chris Voss

• Book: The War of Art: Break Through the Blocks and Win Your Inner Creative Battles by Steven Pressfield

• Book: The World Until Yesterday: What Can We Learn from Traditional Societies? by Jared Diamond

• Play: “Last Out: Elegy of a Green Beret”

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