Leadership:first impressions rule
Research made possible by recent MRI innovations has identified what part of the human brain is firing when subjected to various stimuli. Psychologists traditionally thought that people were generally rational beings who weighed options as the primary factor during decision-making. That assumption has been proven wrong. Findings from the research provide valuable insight that could enhance your ability to influence others.
There are three sections to the human brain:
- the neo cortex, a uniquely human feature—where deductive reasoning takes place
- the midbrain, shared by many mammals—where feelings originate
- the reptilian brain, at the top of the spine—where instinctive responses are triggered
The reptilian or primitive brain sits at the top of the spine and is common to all creatures. Its sole purpose is to maximize the odds of survival. For example, when a frog detects a moving shadow it has been conditioned over the eons to dive immediately—to escape predators.
A primitive fight or flight response happens when people meet. Each makes an instant and unconscious decision—“am I safe here or this a threat”? The old adage first impressions count has been scientifically confirmed. Your initial posture, facial expression, tone of voice, grooming, and proximity could fire the reptilian brain of the person you are meeting. According to this new research, this first impact will have the greatest impact on your capacity to influence—even more important than what you have to say. A survival decision is made before any midbrain feelings or cerebral cortex deductions take place. When your entrance triggers a threat response…you’ve lost before you begin.