Decisions, Decisions

Blind Pursuit

By Dr. Brian Little

My decision was a simple one: whether to write a few words for a column on how different people make decisions.

Simple.

Well, not really.

As a professor who studies how differing personalities make decisions I knew that after an initial flush of enthusiasm, I would start worrying about it.

Here's why.

I am an introvert, although very few people know that because, particularly when I am performing or lecturing, I act like an extravert. It is difficult to stand and deliver without communicating directly and forcefully. "I have a dream" sounds a lot better than "I suspect there is a possibility that we could have a vision statement coming into view here."

Looking for positives and negatives

So my classes or audiences see an agreeable extravert behind the podium. But on the other side of the podium, I see them through introverted lenses. When extraverts make decisions they scan their environments for positive things, for potential rewards and then approach them; introverts scan their environments for negative things, for potential punishments and then avoid them.

Those who are in the middle of this dimensions, what we call ambiverts, scan for both. Now if the environment is, in fact, dangerous, it helps to be an introvert; if it is welcoming it helps to be an extravert.

When we make decisions, extraverts give extra weight to the positive aspects of the decision; introverts give extra weight to the negative things. So if you did a cost benefit analysis on a particular decision and were totally rational (something ambiverts are better at than those at the extremes), you would add up the positives, add up the negatives, take the marginal difference and decide to go ahead with the plan or not. But one positive aspect of a decision can outweigh seven negative aspects for an extravert.

That's why they are often seen as impulsive, particularly by their introverted spouses. The introverts, on the other hand, can have one negative aspect tilt the whole decision in the "no way" direction.

Balancing the pluses and minuses

So when I was asked whether I would write up a short piece about how I make decisions, I decided to look at both the positive and negative aspects and be rational about it. On the plus side, I had been asked by a friend Derek, who is one of the most creative people I know. Big plus. I also happen to have close ties with Cognos – a family member works there and I drive past their headquarters almost every day. Big plus.

On the other hand, I have students lining up for letters of recommendation, articles to finish and a malfunctioning sump pump that has decidedly neurotic tendencies demanding attention. All Big Negatives. Another negative was that I don't like to write anything unless it has a little creative flair to it, a trick, something unexpected. And I didn't feel that with students and sump pumps competing for my attention I could create a surprise ending to such a piece.

The final verdict

So, after much thought, my normal introverted decision making mode took over. I declined the offer. Students and sump pumps trumped Derek and Cognos. I may regret the decision, but at least I didn't have to think of a trick ending.

About the Author

Dr. Brian Little holds joint appointments at Harvard University and at Carleton University. For the past three years, Harvard graduating classes have voted him one of their Favorite Professors. His signature presentation in keynote addresses is how human personalities differ in intriguing ways and what a strange little species we are.

He plans eventually to play for the Toronto Raptors and to grow a foot and a half.