The Crocodile Within

Crocodiles can’t solve puzzles, write poetry or do calculus. They don’t need to. What a crocodile needs is instantaneous physiological response. A crocodile brain has only one role: to keep the beast safe and satisfied.

But what does this have to do with communication theory? Plenty. You see, in addition to our “thinking” brains, each of us possesses a fully functioning crocodile brain which is a zillion times faster than the “thinking” brain, meaning that it is giving your body orders long before your cerebral processes are even aware of a situation.

Consider a sudden encounter with a bear. Your intellect would probably babble something like, “Ah, yes, ursus americanus, a medium-sized bear native to North America! Not to worry, less than one human per year is killed by black bears.” But your reptilian brain has already made sure that you are not “the one” and ordered a release of adrenaline, jacked up your heart-rate, pumped up your oxygenation, cut off all distractions, and made you ready for fight or flight.

For survival purposes, of course, this is all good. The problem is that the reptilian brain never quits. Guess what produces road rage? Or why just a whiff of french fries can crush your willpower? Or why when you finish watching a horror movie you are physically exhausted? Your crocodile brain is always on. And while it can keep you out of trouble, it can just as easily get you into trouble.

Unscrupulous communicators play the crocodile brain to great advantage. Imagine the power of a political campaign where the candidate speaks to the deep-seated fears and anxieties of his audience, demonizing all the others as Crooked Hillary, Lying Ted, Little Marco, getting them chanting “Lock her up!”. Never underestimate the power of the appeal to the crocodile brain.

Simply becoming aware of the power of the reptile brain can be personally transformative. Even more transformative is learning to rein in your own crocodile and giving your higher brain more say in the decision-making process. And when you begin to consider that your listener is constantly under the influence of his reptilian brain, you will become far more effective as a communicator.

Never forget the crocodile within yourself, and never forget the crocodile within your listener.

The full paper (http://www.purposeful.ca/blog)