![]() The film explores two alternate storylines for the main character, Helen (played by Gwyneth Paltrow), based on whether she catches an upcoming subway train or misses it. The 1998 movie Sliding Doors offers a great example of how counterfactual thinking can help us understand the forces that shape our decisions. This reflection can help you recognize which factors played a significant role in your decision-making process - for example, valuing getting the project done on your own versus getting it done on time - and identify changes you might want to make when it comes to future decisions. For example, if you missed a big deadline on a work project, you might reflect on how working harder, asking for help, or renegotiating the deadline could have affected the outcome. Think counterfactually about previous decisions you’ve made.Ĭounterfactual thinking invites you to consider different courses of action you could have taken to gain a better understanding of the factors that influenced your choice. Managers were evaluating their employees based on incomplete information about their behavior and performance.īy considering the source of the information you’re relying on, you can become more confident that in deciding on next steps, you’re using relevant information to weigh others’ thinking and actions, as well as your own. ![]() In essence, motivated by the new guidelines, workers were buying merchandise in bulk toward the end of the month to meet their targets and returning it shortly after receiving their bonus. Employees were achieving their sales targets primarily in the last week of each month, and there was a spike in returned merchandise the week after the bonus was paid out. However, upon closer examination, company management noticed a disturbing trend. Productivity shot up, most employees met their targets, and managers began using these positive results in the employees’ performance evaluations. Puzzled after a few unsuccessful attempts, they finally saw promising results when they introduced clear performance guidelines, sales targets, and monthly bonuses. As I wrote in my book Sidetracked, I once worked with a chain of retail stores that was trying to motivate their employees. Here’s how to combat the self-serving bias - and reach better, longer-lasting decisions: Consider the source of the information you’re relying on.ĭoing this will likely lead you to reexamine the data you rely on to make your decisions. This, in turn, can make it difficult to collaborate on solutions to complex problems. The self-serving bias can lead to suboptimal decision-making or even contribute to conflict, as we become more entrenched in our own positions and less willing to consider alternative perspectives. When presented with this data, some team members were defensive and reluctant to acknowledge the reality of the situation. In fact, in the above example, a look at the data revealed that the team’s conversion rate was much lower than the team expected. We selectively interpret information to support our own position, and overlook or dismiss information that contradicts our views. In situations that lack clarity, we often make assumptions that serve to bolster our egos and self-esteem. Self-serving bias is the tendency to interpret information in a way that confirms our existing beliefs and serves our own self-interest. This is just one of many examples I can think of from my experience working with leaders across organizations and industries that illustrates a common human bias. The team members would often attribute successful sales to their own skill and expertise, while blaming external factors like poor leads or bad timing for any failures. The communications skills covered in this course will increase your ability to exercise choice and control for every type of conversation, influence with out authority and improve quality of relationships and productivity.A few years ago, I advised a sales team whose job involved making cold calls. Your ability to create an environment for open discussion and ongoing dialogue is crucial for communication success. This course develops your ability to focus on your outcome, tune in to your audience and develop your message for clarity and impact. Every interaction with another person determines how you are perceived, and an opportunity to develop trust and exert positive influence. ![]() Individual and team success depends upon the ability of individuals to communicate effectively. Communicate to create impact & influence.Coaching & feedback for high performance.Driving motivation & employee engagement.Consultative selling & relationship management. ![]() Analytical thinking & creative problem solving.
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