Tag Archives: Decisions

Beware Of Infinite Loops

Answers

That’s what she wanted. She had been waiting for me for almost two hours, when I came wandering up. Where was I? Why didn’t I call? How could I do this to her, didn’t I know that she felt like a fool standing there all alone like that for so long? What must people think about her?

Calm down, I told her. We’ll get to the bottom of this. I showed her the text she’d sent me last night, and showed her my watch. Not an “in your face” kind of thing, but a gentle “here’s is the evidence that you may be incorrect” kind of thing.

Maybe that wasn’t the right course of action. Now she was angry that I was late, had been stewing about it for two hours, and just found out that it was he fault. Still needing somebody to blame, she tried to ask me why I didn’t call to confirm, to send a text back reminding her of the time.

Seeing as how I was totally innocent, it took a lot of willpower not to throw some snappy zingers in her face. I waited until she was finished.

“Well, it’s three O’clock, and we’re here. What do you want to do?” I asked, more than half hoping she’d stomp off in anger. This didn’t have the makings of a pleasant afternoon together.

“Whatever. I don’t care.” She said coolly. I had learned a long time ago, (albeit through several slow and painful lessons) that hoping somebody would change their attitude by telling you didn’t like it was useless at best.

I figured I’d give her one more shot, and a chance to save some face.

“Well, the movie starts in thirty minutes. Should I buy one ticket, or two?” I asked as calmly as possible, keeping myself completely open for either answer.

I was reading this book once that was talking about emotions. The guy was saying that humans have this strange way of thinking. We have thoughts, and then thoughts about those thoughts. And thoughts about those thoughts. And every step of the way, we have an emotional reaction to the thoughts.

They used to think that emotions get in the way of thinking, and decision-making. That emotions are completely separate from logic. It used to be generally accepted that if you were more like Spock, you’d be able to make much better choices and decisions, and wouldn’t be swayed by powerful emotions like anger, embarrassment, guilt, or lust.

By some brain surgeons decided to do an experiment. They were doing surgery on this guy. They were removing a tumor, and in order to get to it, they had to cut through several areas of his brain they thought were responsible for emotional thinking. This was only a temporary part of the surgery. They figured as long as they were in there tinkering around, they would test this logic-emotional theory.

Since brain surgery only requires general anesthetic (there aren’t any pain sensors in the brain) the guy could be awake, and responsive to questions. They figured they’d ask him some logic-based questions, starting with easy ones, and then getting to more and more complicated ones. Ones that most people have a hard time answering because of their moral and ethical considerations, like if you are in a boat and you only have on life preserver, who do you save, the President (who is opposite of your political party) or your favorite pet (or some other emotionally convoluted question).

These doctors had theorized that since this guy’s emotional circuitry would be temporarily disconnected, he’d be like Spock, and spit out purely logical answers.
But what they found was the opposite. Without emotional input, he couldn’t even make the most basic decisions. Without the emotional juice fueling the options, they seemed to him like a question of preference between a banana, and six. Later he said he couldn’t even begin to know how to answer the questions given him.

This, of course, sent neuroscientists into a tizzy, as it gave some great insight into the human decision making process. Of course, this was only one single case, and they can’t very well go off messing with peoples heads and disconnecting their emotions just to see what would happen.

But it does make sense from an evolutionary standpoint. Humans evolved to make decisions for a reason, not to pass the time through idle philosophical discussions. Pain or pleasure, safety or danger, simplicity or complexity, these are all emotionally fueled ideas that power all of our decisions.

But according to that book I mentioned before (Mind Lines by Dr. Hall) we get into trouble when our emotions are based on judgments not on reality, but on our interpretation of reality. Someone cuts you off in traffic, and you make a judgment about that. You assume they are a jerk. Then you have a reaction to your judgment of them being jerk. Then you feel a certain way about that. Within a few seconds, you get angry at feeling guilty for being judgmental about some guy you assumed was a jerk that cut you off in traffic.

So when she had been standing there for two hours, getting angrier and angrier at me for being late, it didn’t matter one bit to her that it was her mistake. Of course, when I posed my question to her, it invoked the power of commitment and consistency. (See Cialdini, Influence, Science and Practice). She’d been waiting for two hours, she wasn’t likely to just up and leave five minutes after I finally showed up. (Finally according to her frame.)

I suppose the moral of the story is that whenever you come up to someone that has been building layer upon layer of emotions, it may be a good idea to simply give them an either/or option, take a step back and see what happens.

At the very least, it can be fun to watch.

To find out other secrets of the mind to easily maximize your success, click on the link below:

Success with NLP

Success with NLP

Who Is Steering Your Ship?

Full Speed Ahead

It’s funny the way things work out sometimes. There are all kinds of stories about how some character spends their whole life running away from something only to find it was what they needed all along. They just needed to see it in a fresh light. Or the familiar story of somebody running away from something, where that thing turns out to be their destiny. They weren’t able to face it unless they went through whole journey to escape, which in reality was a journey to give them the experience of understanding what it truly was.

There’s that familiar one about the guy form Egypt who sees a fortuneteller, who tells him me will meet death in exactly on week. So the guy jumps on the next ship to the furthest possible port away from Egypt. Exactly one week later he is wandering through a marketplace, completely confused but happy. Confuse because he has no local currency and can’t understand the local language at all. Happy because he has escaped death. Then he turns the corner, and is shaken out of his daydreams by death himself. Death stares at him in disbelief. The guy finally decides to confront death, and ask him why he is so confused. Death responds that he is surprised to see him, because he has an appointment with him in Egypt in one hour. But unforeseen events took him to this faraway land. He is glad he ran into him, and promptly takes him on the spot.

I was reading this interesting book on biology the other day. (The Meme Machine, by Susan Blackmore) .Not really biology, it was all about meme’s and how meme’s spread. The particular chapter, however, was talking about recent discoveries in brain chemistry and activity. They have figured out a way to light up different areas of the brain, to see which areas are active during which thinking processes. In many cases, people make choices before we are consciously aware of them.

They’ll hook somebody up to one of these machines, and tell them to press a button when they see a ping-pong ball coming at them. They have identified the area of the brain that “lights up” when we are consciously aware of things going on around us. At least consciously aware of people throwing ping pong balls at us. They have also identified the brain areas that light up when our automatic muscles respond to the approaching ping-pong ball. Certain bits of adrenalin is sent to certain muscles that would move in case the ping pong ball needed to be deflected. They’ve tried it with several different angles, and from a biomechanical analysis, can determine before hand, which muscles would be primed with energy for motion, and sure enough, these are the muscles that primed by the brain when the ping-pong ball is thrown.

The interesting thing is that our conscious minds are the last to find out what is going on. The ping-pong ball gets thrown, our reality detection system (eyes, ears, etc) register the ping-pong ball as coming, and the brain automatically primes our muscles to respond. Only after our mind/body system has been prepared for the “intruder” into our personal space, is our consciousness pulled into the loop. Only then do we start to give meaning to events. After the fact.

They’ve even done more complicated studies, where it’s not a simple ping-pong ball. Where there is a range of choices to make, based on the physical incident. And many times, our conscious minds don’t get to take part in the decision making process. Our conscious minds are only made aware of the fact after the quick decision has been made, and then we come up with a bunch of stories and rationalizations about what is going on.

The purpose of this particular chapter was to question the whole idea of choice, and free will. Every choice we make is based on choices we made before, and those are based on choices we made before that. If at the most fundamental level, our conscious minds are only made aware of certain events after the fact, how in the world are we to believe that we are cruising through life as conscious, sentient beings making rational choices about how to live our lives?

It’s like our conscious brains are the captains of gigantic ocean liners whose course has been set long ago by unknown agents, and we find ourselves at the wheel, and delude ourselves into thinking we are actually steering the boat.

There is a fairly popular idea among Christians to “Let go, Let God.” Meaning that the good Lord knows what He’s doing, and when we try and force the issue, we just make it more complicated. When we simply “Let go,” and let God chart our course, life will be much easier, or at least we will fulfill God’s plan with much less resistance.

This works great if you are a devout Christian, but what about the Atheists among us? What happens if you take that same argument, to “Let Go,” who is doing the steering then? Is our mind/body system really smart enough, knowledgeable enough, and experienced enough to get us to where we want to go, assuming we really know where we’re going?

There’s the analogy that we really do steer the ship, it’s just that it takes a long time to change course. And when you do set your course, you’d better make certain that it’s really where you want to go. If you are trying to steer a giant ship around the ocean willy nilly, you’ll only frustrate yourself, and make the passengers sea sick.

One of the things that can happen when growing up in modern society is our course gets pretty much set for us, and it can be terribly hard to change it halfway through. It seems like a good enough idea to go through school, get a decent degree, get a job, find a mate and start a family. Those of you that have made drastic career changes halfway through adulthood know that it can be met with resistance by those around you, and even by yourself. Many are essentially dissuaded from making drastic changes, some for better, some for worse.

But if you are heading for a crash, I think it is better to change course much sooner than later. I’m pretty sure the captain of the Titanic wish he would have seen those icebergs much sooner than they did.

The beauty of having a mind/body system that works so well on auto pilot, once you choose a decent course, and make sure it’s the right path, you just have to input the coordinates, figure out the actions, and get to work. Everything after that is automatic. Just keep plugging away, knowing that you’ll get there eventually. So long as you double-check every once in a while to make sure you’re heading in the right direction, you can be fairly certain you’ll arrive.

To choose your own goals and pursue them with relentless determination, click below:

Success with NLP

Success with NLP

Integration of Parts

Come Together

I remember once I went to see a movie a while back with this girl I was dating. It was this particularly large multi plex with around thirty screens or so. When we went, we didn’t really have any specific movie that we wanted to see, just that we’d decided to see a movie. Talk about information overload. It took us almost half an hour to decide what to see. Even if I’d been there by myself, I would have likely taken me a while.

It reminded me of another time, one particularly long day at work. As soon as I got home, I decided I wanted fast food. A big bag of greasy, fatty, fast food. I didn’t eat lunch, it was Friday night, and all I wanted to do was gorge myself before falling asleep, most likely in front of the TV. So I jumped back in my car, and drove through my residential neighborhood until I came to the main road. Decision time. Turn right for big chain tacos or burgers, turn left for a couple smaller, but just as greasy and fatty, taco, burrito, and burger shops.

I must have sat there for about ten minutes trying to decide. I’m sure you’ve experienced this. You have a general idea of what you want, but can’t decide on the specifics. Part of you wants to go this way, and another part of you wants to go the other way.

This can be frustrating when it comes to small things like fast food and movie choices, and you can’t really mess up by choosing one over the other. It’s not like I was going to go into a tailspin of depression if I got halfway through my burger and decided I really would rather have gotten a sack of tacos instead.

But what about bigger issues? What happens when you are conflicted on really important stuff? Or what happens if the choices are between action, and inaction, such as applying for a job, or asking out girl? What then?

Luckily, there’s a helpful NLP procedure that can get to the bottom of this. Imagine a discussion between a business owner, and a union leader. The business owner wants the cheapest labor, for the cheapest product, for the maximum profit. The union leader wants the most wages and benefits, for the least amount of work. If the business leader has his way, he’d pay everybody ten cents an hour, with zero benefits. If the union leader had his way, the blue-collar line workers would earn hundreds of thousands of dollars per year, with massive benefits and vacation time.

So what do they do? Both need each other, so they can’t really just walk away. They negotiate. They find solutions that will satisfy both their needs. Sometimes this takes a while, but usually, they eventually come to an agreement that will satisfy both parties. They workers might have to give up their dental plan, while the business owner might have to accept a higher cost of doing business, and therefore a smaller profit.

How about on a personal level? There’s a theory, or an idea, that people are made up of different metaphorical parts. So when you say that a part of you wants to eat tacos, and another part wants to eat burgers, that is actually an accurate description of what is going on.

And to resolve internal conflicts, you go about it the same way as a business negotiation. The cool part about this is most of the negotiating takes places unconsciously. All you have to do is set up the meeting between your parts.

The name of this procedure is called Integration of Parts. I know, creative, huh?

Here’s how you do it. Think of an internal conflict. Any conflict where you have an idea that one part wants to do this, and the other part wants to do that. Got it? Ok, good.

Now sit down someplace quiet, and someplace where there aren’t a lot of people. This looks a little bit strange for the uninitiated. Make sure to read through this a couple times so you really understand this. That way it will be easier to do later on.

OK. Sit down, take a deep breath. You are going to be talking to your different parts. For the example, I’ll use waking up early to exercise. Part of me wants to wake up early to exercise, while the other part wants to sleep in.

So I ask the part that wants to exercise if he’d like to come out for a bit. Wait for an internal “yes” or “no,” whatever that may be. I put that part in my right hand. Then I describe that part in as much detail as possible. Color, texture, weight, thickness, etc. Then I ask that part, what’s important about getting up early to exercise? Health. Ok. Then I ask him what’s important about that? Live longer. OK. Maybe one more. What’s important about that? Enjoy life more. OK, good. So I’ve gotten a pretty good idea of not only what that part looks and feels like, but what’s important to him. (Or it or however you want to refer to it/him/her).

Next, I ask if the part that wants to sleep in wants to come out. Make sure to keep holding the first in your right palm, don’t drop him!

I got through the same procedure with the part in my left hand, the part that wants to sleep in. First describe it, and then start asking the questions. Be sure to go slow, as these parts can sometimes be shy.

What’s important about sleeping in? It feels good. What’s important about feeling good? It makes me happy. And what’s important about feeling happy? I can enjoy life more.

AHA!

Both parts want the same thing, but they have two separate strategies to get there. Now for the integration.

Talk to them both at the same time. Explain to them that they both have the same things in mind. (Now you know why you should do this alone!)

Since they both really want the same thing, ask them if they’d like to join forces. To get together to make a new part, and have much more resources to get their goals met. If they say yes, then slowly allow your hands to come together, both palms up, both holding the parts. Slowly merge the two parts together as one palm slips under the other. Once the new part is formed, slowly bring it to your chest, and take a deep slow breath as you press the new part into your heart.

Take a few slow breaths, and allow the newly formed part to work out its new place.

That’s all you need to do consciously. Pay attention to your intuition over the next couple of days. You’ll likely come up with some ideas that seem totally obvious now about what to do regarding sleeping in or getting up early to exercise.

This is just one powerful “procedure” of NLP. To learn many more, that can have profound effects on your life, click on the banner below. There is no limit to the uses of NLP to improve your life, relationships, and finances.

Success with NLP

Success with NLP

Are You Committed?

Dumpster Diving

Once there were these two crows. They were just hanging out, minding their own business, waiting for some free food. They had recently noticed that a new set of vending machines had opened up next to the entrance to a mall, and next to the vending machines was a set of trashcans. The crows had noticed that this was a potential good source of free food, as the trashcans next to the vending machines aren’t emptied nearly as often as other trashcans.

Of course, the crows had no idea of the trash-emptying schedule, they just knew that those colorful boxes sometimes were a good place to hang out and find some decent scraps of food. So when they saw a couple of these new shiny boxes, they figured they’d better hang out and get some good stuff. Usually when crows find a source of food, the first crow to get there generally has dibs. He or she can lose their place in line, should another crow come in and challenge their dominance. If the food is plentiful, like a giant cornfield, they usually don’t worry about things like that.

But when it’s a couple of vending machines in the middle of an otherwise barren (from a crows persepctive) parking lot, then it’s important to get there and establish yourself.

Of course, this strategy can backfire. Once a couple of crows thought they were being clever, and stuck out a claim next do a single vending machine next to a bowling ally, only to discover (after about a weeks worth of closely guarding their new source) that it was only a drinking vending machine, and didn’t produce anything to eat whatsoever. So there’s a fine line between waiting to see if there really is going to be some food, and showing up too late only to find somebody has already made a claim.

Commitment is an interesting thing, even from a human perspective. Everybody wants to get the best they can, but when you make a commitment to anything, a job, a person, a route to work, you are effectively cutting of all other options. If you choose too hastily, you will probably won’t make the best choice. If you take too long to decide, then you might miss out on a lot of good choices.

If you’ve ever played any kind of contact, or semi contact sport, like hockey, basketball, football, a great skill to have is to be able to fake out your opponent, getting them to commit to a particular course of action, and then change course yourself, effectively evading them. On the flip side, being able to read your pursuer, and not be taken in by their sleights a great skill to have as well.

Much has been written from a military strategy standpoint, all the way back to Sun Tzu’s “The Art Of War” detailing many strategies of how to get your enemy to commit to a particular course of action, (chosen of course by you) so you can more easily strike and destroy them.

A classic example is the Allied invasion of Normandy. Several “fake” landing craft were sent out, in order to fool the Nazis into thinking the invasion was happening someplace, else, so they would incorrectly commit their resources, effectively leaving them open to where the actual invasion was going to take place. It was a successful plot that was instrumental (not the only one by a long shot) in the defeat of the Nazis.

Committing to a decision can sometimes have unintended effects, especially when making personal choices about how we choose to live our lives. Many times, people commit to something, thinking they will get a certain result, but when the results don’t show up, people can tend to “change” their original intent, so as not to “waste” their efforts. Even when it is obvious that aren’t going to succeed in a particular endeavor (according to your original intention) many of us plod along anyways, not willing to admit that we’ve wasted all that time and effort.

In “The Peter Principle,” Laurence J. Peter asks why people continue to put effort into something that is obviously unsuccessful. Most people will give the argument “I’ve been doing this for ten years, I’m not about to quit now.” Peter asks “why continue to do something when you have ample evidence that it doesn’t work?”

Of course, this is tough to do. As pointed out by Cialdini in “Influence, Science and Practice,” commitment and consistency is a powerful motivating force in human decision-making. We tend to do things the way we’ve always done them, so long as they haven’t killed us. This tendency has been shown time and time again in various social experiments and studies. It can be extremely tough to change course after doing the same thing day in and day out year after year.

One alternative is to take a step up on the logical ladder. You can still stay committed to the underlying intent without being committed to the actions that you initially thought you would get you to that underlying intent.

Somebody may choose to change diets, if one particular diet isn’t working out, provided that they are still committed and focused on losing weight. In NLP, it’s taught that it’s usually a good idea to have less investment in any particular method, while having a solid understanding of your underlying goals. More flexibility is always preferred when deciding how you want to achieve whatever it is you want to achieve. If whatever you thought was going to get you there isn’t working out, you can always change strategies midway, while keeping your focus on your original goals. That way you’ll never fall into the “I’ve been doing this for X years, I’m not about to change now,” trap.

So the crows decided that they’d wait three days, and if they didn’t see any good food being thrown in the garbage, they’d go someplace else. They had enlisted the help of a couple buddies, so there were six of them in all. They figured two of them would stand guard at any given time, to establish their claim. The other two would go to other food sources in the meantime.

What the crows discovered was a virtual food goldmine, although it was completely unexpected. The vending machines happened to be set up just around the corner from the big dumpsters that all the restaurants in the mall were supposed to throw their food out into. When the crows noticed how much food was being thrown out, their small group swelled in numbers immediately, and they never went hungry again.

You Have More Choice Than You Think

This one or That one?

The other day I was walking down the street, minding my own business. I had forgotten my iPod, so I was just lazily listening to the everyday sounds drifting around as I slowly made my way towards wherever it was that I was going to end up. I wanted to take the train downtown, but since it was Saturday, they only run every hour. I had just missed the last one, so I had an hour to kill.

Eventually, I knew I was going to end up back at the strain station, but between now (which was really then) and then I had an hour to kill, and a couple of internally accepted restrictions.

A word about restrictions. OK, maybe a couple words about restrictions. Basically there are two kinds of restrictions. Internally imposed, and externally imposed. Most of the restrictions are internally imposed. Now, before you click off to another blog describing something easier to stomach, allow me to explain myself.

If somebody points a gun at your head, and says “you’re money or your life,” (Henny Young man jokes notwithstanding) you’d likely see this as an externally imposed restriction. Not entirely. You still have the choice to give the other person your money (which in this day and age may not buy you much), or go simply give him the finger (which would most certainly not lead to a happy ending).

Yea, but that’s stupid. Who would choose death over life? What good is a choice if one of the choices is so incomparably stupid that it doesn’t even count as a choice?

Well, believe it or not, this is an extreme case of a decision, or choice that we make on a daily basis. Most of the time we make our decisions unconsciously, and mostly in line with decisions we’ve made before. We like what’s comfortable, so what we chose yesterday, is most likely what we chose today.

Think of the structure of the gunpoint choice. Choice number one is to remain hold on to your possessions at all cost, hold on to your ego of giving into a mad man, and accept the consequences. Because the consequences are so immediate, and so obvious, it is hard to not feel their weight. So most people would choose (hopefully you’ll never have to make this choice) choice number two, which is go give up your possessions, swallow your pride in hopes of holding that which has suddenly become more important, in the moment at least, than either of them.

Your life.

But what if the choice isn’t so cut and dried? What if the negative implications of a choice aren’t so obvious, and aren’t so immediate? Everybody knows that smoking causes lung cancer, which in turn causes death, but still millions of people still make the choice to smoke a cigarette several times a day.

Why?

The short-term benefits outweigh the potential long-term detriments. For the smoker, the pleasure they get is more than the pain they will experience in the present when considering the long-term downsides.

Now, most people who don’t smoke can’t imagine how anybody could come to this conclusion. It is obvious that smoking causes lung cancer. It is obvious that smoking causes poor health. It is obvious that smoking causes bad breath. So why in the world would anybody choose to smoke?

What about other choices, like to eat ice cream instead of a bowl of oatmeal? Surely we are aware that ice cream is not as healthy as oatmeal, right? Here is where it gets interesting. The way we trick ourselves around this is by saying that “it’s only just this once.” Surely we aren’t planning one eating a bowl of ice cream every single night, right? By telling ourselves that “it’s only this once,” we allow ourselves to significantly minimize any negative feelings we might experience in the moment when considering any long-term downsides.

How many times have you heard a smoker say the say thing?

I’ll quit tomorrow.
This is my last one.
This is the last pack I’m ever going to buy.
After next week I’ll never smoke again.

What about the flip side. We can that by tricking ourselves, we can minimize any future negative consequences of our actions, and making the present moment more enjoyable, regardless of any objective evidence to the contrary.

What about doing something that we know will benefit us in the future, but we don’t do it because it causes negative emotions in the present?

Did you exercise today? Why not? Surely you are aware of the long-term benefits of exercise right? Well, the same mental trickery works here as well. Either in the form of excuses, (to minimize the present negative emotions) and in from of promises about the future.

I’m too busy today.
I have too much to do.
I have a bad hip/shoulder/leg.

I’ll start after the holidays.
I’m going to start next week.

The human brain is a fantastic machine that can use many forms of lightening speed shell games to hide reality from us. We minimize the potential negative outcome to better feel good now. We minimize the future benefits to better feel good now. When we have a gun pointed at our heads, when there is only NOW, all the mental trickery collapse into single choice.

Life, or death.

So what do you choose, life or death? When you decide to smoke, or yell at your husband, or eat a bowl of ice cream, or go to or avoid the gym, how are you tricking yourself? What are you doing to convince yourself that the future won’t be so bad if you keep doing what your doing? How can you convince yourself that you’ll start doing whatever it is you know you should be doing today, tomorrow?

Your life, all of it, is the cumulative result of all the choices you’ve made. If you are completely happy with your life, or completely disgusted, it’s all on you. People that are generally successful and happy realize this, and make changes along the way to improve their lot. Those that are generally unhappy refuse to accept this, and try their whole lives to find blame in somebody else, somebody outside themselves.

Kind of a heavy post to make, but one thing that you will always have and you should always use, is your choice. You can choose. No matter if you have a gun to your head, or a choice between the gym and the TV, you can choose.

So back to my story. My self-imposed restriction was that I wasn’t allowed to buy anything. Because then I’d have to carry it around with me all day after I made my way back to the station. And since it was only ten in the morning, that was too long to be carrying something that I bought on whim.

Unless I see something really cool, then all bets are off.

Are Guys Really Afraid Of Commitment?

What Are You Committed To?

If you ask most girls, you’ll find that most guys are afraid of commitment. If you ask most guys, you’ll find that we are a misunderstood bunch, and that commitment to us means something entirely different than it does to girls. We are committed to our careers, our friends, our dreams and our goals. Maybe when girls get together and complain about their guy’s failure to commit, perhaps they need to reexamine what they are expecting their guy to commit to.

They did a study a while back. When I say “they,” I’m referring to a group of social psychologists. They went up and down neighborhood streets, and asked if people would mind putting a small sign either in their front window, or on their lawn. The sign was a fairly generic sign, like “be careful of children,” or “please don’t litter in neighborhood,” or something along those lines. They did this to random households, not to every household. That is, one each street, they only choose a small percentage of houses to make the request.

They found that about 30-40 percent accepted the small sign. Keep in mind they asked houses at random. Then about three weeks later, they came through the same neighborhoods again. Now they asked to put up bigger, more controversial signs. Based on earlier data, 30 or 40 percent would agree to a small, generic sign. They suspected a smaller percentage would accept a bigger, more controversial sign, like “vote for Joe Blow,” or whatever.

What they found was interesting. In households that weren’t asked to put up the small signs, there were only a tiny percentage of people that agreed to put up big sign. Something around three percent. But on the houses that had already agreed to put a small sign, over 70 percent agreed to put up a bigger sign.

It appeared that once they got people to commit to a small amount, asking for a much larger amount was much easier than they suspected. This same phenomenon has been shown again and again in various different areas.
For example, studies show that during jury trials, often they will conduct a quick “straw vote” before beginning deliberations. Sometimes everybody says guilty or not guilty out loud, that is publicly committing to one position or another. Other times they anonymously write “G” or “NG” on a slip of paper.

On average, the trials where people publicly commit to one position or the other last over twice as long. It seems that once people make a public commitment, it is much harder to change their minds.

It is also a well-taught fact about setting goals, specifically quitting a bad habit like smoking, or losing weight, you’ll have much more success if you tell somebody, or make your position public.

Some psychologists feel this is one of many “shortcuts” the brain has evolved over time to save computing time. If we choose something, we tend to stick with it. Our brain doesn’t to reinvent the wheel with every decision.

What about you? What brand of shoe do you wear? Have you always worn that brand, or do you switch every time? What about cars? What make of car do you drive? Do you buy a different model every time?

How about when you go on vacations? Do you always stay in the same hotels, or do you change it up every now and then?

While it can be helpful, and time saving to make the same choices again and again, it can also cause problems. Have you ever gotten into an argument, and argued much longer than you should have, simply because you didn’t want to budge from your position, rather than changing your mind based on new information?

The whole “in for a penny, in for a pound” mindset shows up in many different areas of life. It served us well when we were hunter/gatherers, foraging for food. It helped keep us safe and out of harms way. But is it so unreasonable to reevaluate your position every now and then? Is it wrong to change your mind halfway through a project or discussion in light of new information?

It can help to realize what is important, and why. If you are arguing with somebody simply for the sake of arguing, maybe it could help to step back and take an objective look at things. And maybe wonder why it’s so important to be right all the time. But if you are truly seeking information, it can help to try and see the other person’s point of view.

At any rate, it helps to be aware of our minds tendency to use shorthand thinking. Many times it does help us, and make life easier, but it often times it doesn’t

The trick is to know the difference.

Tough Decisions Make A Happy Life

The other day I was watching this old movie on some obscure cable channel that I almost never watch. The movie wasn’t actually that old, not like it was black and white or anything. Maybe ten or fifteen years old. You could tell it was not a big budget film, as I didn’t recognize any of the actors, and production quality seemed almost as if it was made for TV.

It’s interesting when something like that happens. You’ll be sitting there, flipping through the channels, and something suddenly catches your attention. And suddenly when you find this really interesting, all the plans you’ve had for the afternoon (or evening) suddenly fade away.

That’s the kind of movie this was. Something about this was just kind of intriguing, I don’t know if it was the dialogue or the content, but once I started watching, I couldn’t help waiting to find out how it turned out.

It was basically about two kids that grew up in a not so affluent neighborhood. And it pretty much spanned their whole lives. As they grew up, they slowly drifted in and out of each other’s lives. One of the boys ended up being a police detective, and the other one slowly went further and further into corruption. He ended up being a prominent politician, with strong ties to organized crime, but the only person that could really prove anything was his old friend from childhood.

The interesting part was how the movie moved so believably through each of their lives, every time one of the two characters had a “decision point,” so to speak, whether or not to choose good or evil, you could easily sympathize with them and understand why they would choose either way.

I was eating lunch at a deli the other day, sitting at the counter. Usually I sit at a big booth, and bring a newspaper with me. I like to spread out, and take my time to eat so I can relax. I usually have to go in at odd hours; otherwise there won’t be any booths available. Sometimes when you want something that everybody else wants you have to go at odd times or places to get it. But the other day I was sitting at the counter for a change. I started chatting with a local priest that was sitting next to me. He was telling me the biggest type of question people come to him with are big decisions they are facing, and how they aren’t really sure how to make it.

He said that the best way to decide is to think five years in the future and pretend you are looking back on your decision. Then you can really judge if it is a good decision or not. Many people don’t take the time to do this, and consequently they make a series of poor decisions, which can lead up to a pretty unhappy life.
And he said surprisingly enough, when you go into your future and look back on the decision that you are about to make, many times you choose something that you hadn’t thought of before.

The best part of the movie was the end. They worked the plot so the good guy could confront the bad guy and give him one last chance to do the right thing. They had it set up so it was pretty much a do or die situation. If the bad guy chose bad, then the good guy would kill him, and it would be a justified killing based on police procedures. If the bad guy chose good, then the good guy was prepared to let him walk away. They were childhood friends after all.

I’m not going to ruin the ending, but it was a well-scripted conflict that really highlighted the difficulties most people face every day with making decisions. Sometimes you make much harder decisions than you give yourself credit for.

How do You Make Decisions?

I was talking to a friend of mine the other day. She is a regional sales manager for a large cosmetic company. His job is to maintain contracts with all the large department stores. I never really thought about that kind of business before, but it is really competitive. She needs to maintain very good relationships with her respective counterparts at the various department stores. In order to do this she needs to do quite a bit of traveling.

One of the things that surprised me most was that the decisions that are made by the various department store managers, those that are in charge of the cosmetics department, are made based on a wide variety of reasons. Sometimes the actual quality of the product is a factor, but often times it’s not. It didn’t take her long to learn this. The first time she realized this her company was up for review at a medium sized department store. The manager had to choose between her company and a rival. She did her market research and realized that the rival’s product did not have nearly as much quality, history, and sales as hers. So she assumed it would be an easy decision by the manager.

What she didn’t realize was that the manager had a previous relationship with the other sales rep. They used to go to the same church several years ago. So when she chose the competitor because of that reason, my friend quickly realized that product quality was not always, in fact rarely, the main reason department stores chose one product line over another.

She began studying persuasion technology in earnest. She went to several seminars, read several books, and even took few marketing classes at the university level. What she found was fascinating.

The marketing courses she took at the university were not helpful, as they were filled with theories and long-winded articles about psychological speculations that seemed completely inapplicable in the real world. Most of these marketing books were written by professors who never really sold anything in their lives.

One book she read that really helped was by a psychologist, but it was a book that was based on hands on social experiments, rather than obscure theories. And what she learned was fascinating. More often than not, people at all levels make decisions not on logical, but on emotional impulse. People usually make up a logical reason shortly after the emotionally based decision, so quickly that is below conscious awareness. So even if we fool ourselves into believing that we make logical decisions that are rarely the case.

The second thing she learned was how easy it was to use these simple emotional triggers in others to help her to sell her product. Ever since she made that breakthrough, her accounts have steadily increased over the years. She tells me she likely would never had been successful had she relied only on university marketing classes and product information based logic. Once she learned how to tap into the emotional buying decisions of others, it became very easy.

One of the things she found that was the most powerful, and therefore the hardest to overcome was a pre existing relationship. If the department store had a long relationship with a current manufacturer, then it was almost impossible to get her foot in the door. The longer the relationship between the department store manager and the manufacturing sales representative, the harder it would be for the department store manager to change his or her mind.

One thing she learned from that was it is always good to start and maintain new relationships. That is the key to success.

Are there Donuts in Your Future?

The other day I went looking for a new pair of shoes. I don’t own very many pairs, and I don’t particularly like shopping for shoes, so when I do go and look at shoes I want to make sure that the pair I buy is going to last a long time. It’s amazing how important a good pair of shoes is. I remember several years ago I was having some insoles made. I have a bit of a fallen arch and I needed to have some extra support. It’s always nice to feel support whenever you need it. While I was waiting for the foot specialist to see me, I couldn’t help but read all the newspaper clippings on the wall. The particular “foot specialist” I was waiting for had come highly recommended by several doctors and sports trainers. As far as getting someone to look at your foot, and your gait and everything else foot specialists know about, this guy was king.

As I was looking at all the articles on the walls, I couldn’t help but wonder about all the important things that most people over look. Up until then, all I really cared about when I bought shoes was that they “looked cool,” and they didn’t hurt very much when I wore them. I didn’t realize that an improper fitting pair of shoes could cause so many health problems, including all kinds of back pain. It’s amazing the amount of effects we have on our future by the decisions that we make today. Just sitting there thinking how much health problems can interfere with an otherwise happy life made me a believer in really taking the time to buy the right pair of shoes.

I was listening to a friend tell me about this new diet program that she had started recently. She had learned it at a seminar that used self-hypnosis for the method to lose weight. I guess that is as good a method as any, and I asked her how they specifically taught her to eat healthier. She said the key was to train yourself to imagine three different futures when looking at food. Most people, when they look at that food only rely on their automatic response, which of course is to eat, and eat and eat. That was a fantastic strategy when we were cavemen and finding a donut was a once in a year occurrence, but when we are surrounded by donut shops, it doesn’t work so well. She said the trick is to imagine the future one hour, one week, and one year to help overpower that urge to eat eat eat. If you are looking at a piece of fruit, for example, you will imagine yourself light and energetic in an hour, perhaps having a deep sense of self control in a week, and in a year, feeling fantastic because you have a healthy diet that supports a nice body. You then take those three feelings into the present, which makes you really want to eat that piece of fruit. When you compare that to the jelly donut that is beckoning you with its Jedi skills of persuasion, you will imagine all kinds of “blech” feelings from the future, which will hopefully cause you to pass on the donut. The trainer said that takes time, but when you do this on a regular basis, you will be amazed at the results

It’s interesting when you really stop and think how your decisions will affect you in the future. Many people are unhappy today, and I think one of the reasons is that when we make our choices, sometimes we are only thinking of the short term. Not that the short term isn’t unimportant, but the long term needs to be considered just as much. One of the biggest regrets people have when they look a back and examine their lives is some of the bad choices they made earlier. You can easily avoid them if you imagine your future, as well, when you make choices. It only takes a couple minutes and can potentially have powerful life long results.

And I finally did find a fantastic pair of shoes. The shop I found them had to order them from another shop (It’s hard to find my size here) so I had to wait a week, but so far, they are really supportive and look really cool. And when you can find something that makes you feel really good, and look really cool, you’ve got a winner.

What Would Spock Do?

Have you ever been having an argument with somebody, and they came out of left field with some point they were trying to make? No matter how hard you tried your best to see their point of view, you were completely baffled with what it was they were trying to get across?

Have you ever worked for somebody, or been in a relationship with somebody, and you just never figured out the reasoning behind their thinking? Perhaps you thought that they were a big daft, and they had no idea what was going on in the real world?

Maybe you thought they were being illogical. Despite your impeccable logic, they still failed to see your point. Despite how well you flawlessly presented your arguments, they still held fast to their opinion, regardless of how blatantly obvious that they were incorrect. Well guess what? You actually may have been wrong.

More and more neural scientists are starting to believe that logic is a mere illusion of our thinking process.  Study after study has shown that humans are severely limited with certain kinds of decisions which are seemingly logical based, but under different conditions, the same choices yield different answers. One study, involving cards and probabilities yields only a correct answer around twenty five percent. Yet the exact same study, but with the choices described not as black or white or even or odd, but instead as people in social situations, people score correct answers much higher.

Neural surgeons have reported that when the so called “emotional centers” of the brain, generally thought to be the interferers of logic, are disconnected, it is almost impossible to make a decision. Brian Tracy reports that ALL decisions are made from an emotional perspective, and then a split second later the “logical” outcome is calculated by the preconscious processor, and only later delivered to the conscious brain and so we think of it as a ‘logical’ choice.

Most people won’t like to admit that a great deal of human choices are made subconsciously and then only later defended as a conscious, rational, logical choice. Color and model of your car, type of clothes that you wear. Your partner in life. The things that you eat every day, the movies and music that you like. All these are decisions that are made emotionally.

Problems can arise when you make a decision, and believe that it is a logical decision. Especially if the decision is publicly made. You will stick to your choice, because you think it is a logically sound outcome. By admitting to yourself that at least it may be possible that it was driven by emotion, you may open yourself up for reconsideration. And that can help you drastically improve your relationships, both at home and work. And it can improve your decision making ability overall.

Something to think about next time you are about to accuse somebody of being an illogical boob.
Permalink