How past experience shapes decision making

Have you ever tried to convince someone of something?

Have you ever watched someone do something and tried to show them a better or easier way?

Why is it so difficult?

The Why We Buy newsletter recently described the Enstellung Effect with an example of how past experience shapes decision making.

In 1942, the researcher Abraham Luchins gave participants three jugs, one large, one medium, and one small.

Group A of participants was taught to fill the large jug with water, fill the medium one with the water from the large one, and then fill the small one with the water from the medium. Group B was given no training.

He then demonstrated filling the small just directly with water.

When asked to fill the small jug, the vast majority of group A persisted in using the three step solution, while the people in Group B just filled the small one directly.

Why didn’t Group A adopt the easier method?

To conserve energy, our brains ignore any data, feedback, and information that change or contradict what we already know. We all do this.

To get people to change from what they already know, they must first come to the realization that what they already believe or know is wrong. We can’t really do that to them, but we can often facilitate that process.

Some of techniques to do just that will be covered in the MindShifting: Conflict to Collaboration course coming up February 25. Hope to see you there.