9 November 2009
Successful Intentions Newsletter
Hi ,
Just how rational do you think you are?
The Greek philosopher Plato said the mind was like a chariot driver directing his horses. The driver is our rational mind and the horses are our emotions - wild, impetuous, driven by their own desires. Only through the pre-eminent faculty of reason can we hope to rein in our feelings and make sensible decisions.
But after 400 years Plato's chariot has taken a tumble. It turns out that emotions are essential to decision making. A brain that can't feel can't make up its mind. In fact, if it weren't for our emotions, reason wouldn't exist at all!
The rational brain, represented by the prefrontal cortex, is the computational, calculating brain. It's a pretty good adding machine but it's like computer software that was rushed to market and not all the bugs have been fixed!
On the other hand, the emotional brain, largely represented by the orbitofrontal cortex and other related structures, is like a super-computer. It has stacks of "micro-processors" operating in parallel. Its software code has been subjected to endless tests so it can make fast decisions based on very little information.
One of the flaws of the rational brain is that it isn't good at disregarding facts, even when it knows those facts are useless.
In a study by MIT economists, a group of business school graduates were invited to participate in an auction. Items included bottles of French wine, computer peripherals, books, Belgian chocolates. Before the students could bid they were asked to write down the last two digits of their social security number. Then they were asked to note on the bidding sheet whether they would pay that amount for each item. For example, if the last two digits were 55, would they pay $55 for the bottles of wine, yes or no?
The students were then instructed to write down the maximum amount they were willing to pay for each item. When the results were analysed the students with high numbers were, on average willing to spend 300% more than those with low numbers!
This is known as the anchoring effect. Initial decisions (in this case random numbers) can have a strong impact on subsequent decisions.
Here are three applications from neuroscience to help your leadership style:
- Comparative Advantage: Use those areas of the brain that function best for the particular situation or decision. Make small decisions with your rational brain and big decisions with your emotional brain.
- Keep it Simple: Don't overload your staff member's prefrontal cortex! Delegate no more than seven plus or minus two bits of information at any one time. And keep a positive emotional state. Remember the ratio 5:1. In marital relationships it generally takes at least 5 kind comments to compensate for one critical comment!
- Think about Feelings: Study your own decision making processes. Think about why you're feeling what you're feeling. Ask yourself, "is there another explanation?" "What don't I know?"
, find out how to incorporate these discoveries into your personal learning and development program, here.
And find out about Birthdays and happiness on my "Wisdom Circle" blog for musings, research, and applications of practical wisdom!
Keep your intentions clear,
Peter Webb
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