Using Stories to Persuade Reply

By Chris Simmons

Storytelling influences another’s feelings or emotions by allowing a person to identify with a character in a similar situation. Even if the narrative is exaggerated or abstract, the listener understands that he/she is not the first person to have undergone a particular scenario. The storyline reassures him/her that the stress, anxiety, doubt, and other feelings they are experiencing are not unique – others in their situation have felt the same emotions. The teaching point is that others have shared the individual’s dilemma and undertaken a specific action(s) with demonstrable results. By using a story to deliver this lesson, the core truth is more easily remembered because of the listener’s emotional involvement.

In sum, a storyline is a highly effective communicative tool to gently guide the behavior of others. In addition to their inspirational role, stories can fulfill a very practical function – that is, to help get the truth from someone suspected of wrongful behavior. In this setting, the use of a parable can allow the guilty party to admit to an act and save face at the same time. However, the listener’s fear of a bad outcome requires the storyteller to have established solid rapport for the “confessional story” appeal to have any chance of success.

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