Blink, the power of thinking without thinking by Malcolm Gladwell
Blink is a book that I picked up several times, having read the Tipping Point by the same author.Finally I bought before boarding on an international train. It is short, and I found it both easy to read, and full of ideas.
From an NLP point of view Blink is about calibrating decision making, and modeling decision making in different contexts. The basic ideas in the book are that we human beings are very good at making quick decisions or judgments. This capacity is based on the ability to read a lot of information, unconsciously instant by instant. It is also based on the experience in a field that we have developed over time.
One of the interesting concepts touched on is that when people are asked to justify a decision, they perform less well than when they make quick decisions. When we start to rationalize we often interfere with the intuition that has access to both our memories and the experience of the current situation.
Which is not to say that Gladwell advocates giving up thinking,and deciding rationally. Rather he suggests that the decision making process largely takes place outside of awareness, but can be refined through practice, and analysis.
For example through analyzing data mathematically, it was possible to decide which of the many indicators of cardiac arrest were the most important. This resulted in a decision making flow chart by which patients could be sorted as the entered hospital ER rooms.
In the beginning this idea was resisted by many doctors, who did not believe or accept that a computer generated flow chart would be better at diagnosis than them. However in time it was sow to be more accurate, thus saving lives, money and energy. By knowing what the critical factors to pay attention to were, doctors had more attention to use their human skills with the patients.
Continuing on a medical theme and relevant to rapport, insurance companies found that they could predict the likelihood of a doctor being sued for malpractice through listening to the way they talked to patients. This was a much better predictor than the actual quality of their practice.
The Doctors who took a little more time, especially at the start and end of a consultation were much less likely to be sued. Essentially patients do not sue the doctors they like.
Another area that I find disturbing and fascinating is how people will make decisions based on associations that they already have. This happens outside of conscious awareness and can be demonstrated using Implicit Association Tests. You can do some online here and here.
If you do the test you will probably find that you make a lot of associations that differ from the views you hold consciously and rationally. Disturbing, and at the same time educational. Knowing that we are implicitly prejudiced in a way we cannot consciously control, can help us to consciously take steps to minimize the effects of that prejudice.
There are many more interesting anecdotes and examples, that left me thinking of the implications. There are a great many parallels with NLP, modeling the difference that makes the difference, refining sensory awareness to become aware of non-verbal cues that people give, and learning to deliberately make the conditions to allow the highest quality of decision making.
In many ways I would have liked the book to give more examples of how to use the concepts it gives. But there are references that you can follow, and I am happy to start experimenting and incorporating some of the concepts into my work and life.
