Articles & Publications

By Bud Bilanich |
Published: December 10, 2013

affordable-care-actA couple of things happened on October 1 this year that I would like to discuss. First, the U.S. government shutdown due to a budget impasse over the Affordable Care Act (ACA). Second, a book called Conversational Intelligence was released and became an instant bestseller on Amazon.

No matter which side of the ACA debate you’re on, you can probably agree there wasn’t much intelligent conversation going on in Washington in late September and early October. Conversational Intelligence author, Dr. Judith Glaser, explains why.

Dr. Glaser suggests that there are three types of conversations: Transactional, in which two parties share information; persuasive, in which one or both parties attempt to bring the other to their point of view; and transformational, in which both parties co-create solutions into thorny problems.

If you watched the ACA drama unfold, it was clear that almost everyone involved was operating in the persuasive mode, which according to the neuroscience behind Conversational Intelligence triggers the lower, more primitive brain—the amygdala, which is prone to distrust and paranoia. You saw how well that worked out.

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