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To Succeed at Work, Start By Rejecting Nearly Everything

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Modern office culture seems as normal as a frog in a pond. But to twist an old adage, that amphibian may have no idea his habitat is actually a stove pot nearing a boil. Work is broken, and our mindset on work is warped.

Inspired by Alina Vrabie’s blog post on cognitive biases that can hurt your work, we’re putting together a series of pieces on findings from social psychology, economics, and other areas of science that prove what we think is normal is absolutely crazy.

Thinking

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This isn’t a new concept for The Methodology Blog, but it’s a new twist on telling the story. In an old post on the problems with group work, we discussed the psychological term social loafing. We reviewed a paper on the psychology of waiting in lines. Or the classic Alfie Kohn piece which explains why incentive pay doesn’t work.

This blog post series will cover a set of cognitive biases. Those are all ways of thinking which are bad for us, but that we tend to do automatically without realizing it. Here’s the list of topics we’ll be covering:

To start us off let’s use an example of cognitive bias. This one is called the denomination effect. Here’s how it works: People are less likely to spend money if they have larger bills than the same amount in smaller bills.

That means if you have $100 all in one dollar bills, you’re more likely to spend it. But if just have a single Ben Franklin, you’re more likely to hold on to it. A few years ago, NPR covered this on the show Planet Money. Here’s one way they tested it:

Researcher Priya Raghubir stood outside a gas station in Omaha. She would have people fill in a survey about gas usage and then thanked them with either a $5 bill, five $1 bills or five $1 coins. People went into the store, and when they came out Raghubir asked them for their receipts. The ones with coins spent the most, people with dollar bills a little less. And people with one $5 bill kept that one in their pockets.

This little example is a great way to understand what it means to have a cognitive bias. It’s exactly the same amount of money in every case, but we tend to think of it differently based on the type of denomination. Likewise, every cognitive bias we’ll investigate in this series is similarly interesting. Our brains trick us into doing what isn’t best, and we usually don’t even notice.

Applications at Work

The denomination bias can be put to use at your company. Say you’re passing out gift cards to show employees you appreciate them. If you want them to be spent, hand out multiples of smaller amounts rather than a large one. Likewise, if you want people to better plan their time, ask for estimates using days instead of weeks, or hours instead of days.

And just like scientists studying a cognitive bias, you can run your own experiments. Curious if people tend to hoard vacation days and take them all at once? Try resetting the clock every quarter rather than every year. Want to see if you can reduce waste during the production process? Consider using smaller bins of raw materials.

These kind of changes may leverage the denomination bias and help your business to run better. But more importantly, your company is full of people, and those people have brains. You’re one of them. Understanding how it works can make an incredible difference.

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Robby Slaughter
Robby Slaughter is a workflow and productivity expert. He is a nationally known speaker on topics related to personal productivity, corporate efficiency and employee engagement. Robby is the founder of AccelaWork, a company which provides speakers and consultants to a wide variety of organizations, including Fortune 500 companies, regional non-profits, small businesses and individual entrepreneurs. Robby has written numerous articles for national magazines and has over one hundred published pieces. He is also the author of several books, including Failure: The Secret to Success. He has also been interviewed by international news outlets including the Wall Street Journal. Robby’s newest book is The Battle For Your Email Inbox.
Robby Slaughter

@robbyslaughter

Troublemaker and productivity/workflow expert. https://t.co/lJk8tIwe9q. Slightly more complex than 140 characters will permit.
Want to have the respect of those around you? Start by respecting yourself first: your time, your appearance, and the quality of your work. - 11 hours ago
Robby Slaughter
Robby Slaughter

Latest posts by Robby Slaughter (see all)

  • Marketing Mercenary

    This is a very interesting topic, and I’m looking forward to the series! Thanks, Robby.

    I don’t know if there’s a name for this… With my networking group, I often I “invert” questions about tasks that have hopefully been completed by the members. Recently, I instructed everyone to raise their hands. Then, I said, “Everyone who’s already completed (the task), put your hands down. All of you with your hands up – we still need you to (complete the task).” This particular week, about 25% of the group kept their hands up. The week before, when I asked everyone who had not completed the task to raise their hands, only two people raised. I know it’s only one event, but most of those that kept their hands up completed the task that week. Maybe they feared further mind-control experiments from yours truly…

    • robbyslaughter

      J.R, thanks for your comment!

      You’re describing a form of reactance. That’s when people exhibit an opposing behavior under influence. (For example: telling a kid to clean his room will likely result in the opposite.)

      Watch this space for the rest of the series!

  • Edward Solomon

    Hello,

    I was wondering is there is more to this article. I’ve noticed that my expectations have increased by rarely saying no, which is what led me to this article, and thus I would very much appreciate seeing the rest of your article explaining when and how to say no.

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