emotional entrainment

A Quote by Daniel Goleman on emotional entrainment, influence, charisma, and power

Setting the emotional tone of an interaction is, in a sense, a sign of dominance at a deep and intimate level:  it means driving the emotional state of the other person.  This power to determine emotion is akin to what is called in biology a zeitgeher (literally, “time grabber”), process (such as the day-night cycle of the monthly phases of the moon) that entrains biological rhythms.  For a couple dancing, the music is a bodily zeitgeber.  When it comes to personal encounters, the person who has the more forceful expressivity – or the most power – is typically the one whose emotions entrain the other.   Dominant partners talk more, while the subordinate partner watches the others face more – a setup for the transmissions effect.  By the same token, the forcefulness of a good speaker – a politician or an evangelist, say – works to entrain the emotions of the audience.  That is what we mean by, “He had them in the palm of his hand.”  Emotional entrainment is the heart of influence.

Daniel Goleman

Source: Emotional Intelligence: Why It Can Matter More Than IQ, Pages: 117

Contributed by: HeyOK

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