Motivated reasoning: with

MOTIVATED REASONING

BUSINESS MENTOR, SPEAKER AND CPD TRAINER By Dale Howarth

Motivated reasoning is a phenomenon studied in cognitive science and social psychology that uses emotionally biased reasoning to produce justifications or make decisions that are most desired, rather than those that accurately reflect the evidence. It’s something we experience every day.

In business it can result in owners and managers over-emphasising the importance of information and making decisions that simply align with their pre-existing beliefs. This can result in plans and actions being driven through regardless and the discounting of any evidence or voice to the contrary in the process. Of course, in business we have to make decisions all the time, but you can understand how this bias has the potential to undermine a business and place it at potential risk.

The fact is that motivated reasoning happens all the time and is something we will never eradicate.

But we can learn to spot it and understand when it is happening, allowing us to guard against its worst effects. But intellectual courage is needed.

Here are four methods you can use to help avoid the bias that motivated reasoning brings: The front page and social media test There has been significant research that shows we are more considered in the decisions we make if we thought those decisions may go public. So, ask yourself. “Would I be comfortable having this decision published on the front page of a local newspaper or broadcast across social media?” This makes you step back for a moment and be more critical of your thinking, before you move forward and make a decision you may regret. Don’t be vague Motivated reasoning thrives when information is unclear, and details are blurred. Instead, reflect on recognised standards and best practice. Make sure that the principles that support the decision you are looking to make can be easily understood by those that will have to implement it. If information is too general, clarify and establish more detail. Take counsel from others It can be difficult to see and accept motivated reasoning in ourselves, but it can be easy to recognise it in others. Make sure to discuss and review any important decision with others whose judgement you trust. Listen to their comments. It can help validate your decision and even improve it. Accept Criticism We can often be ‘touchy’ when it comes to criticism and receiving comments that we don’t agree with. So, when you take counsel from others and receive feedback you’d rather ignore, slow down, pay attention, and consider how their feedback can help you reach the right decision. Motivated reasoning thrives when you surround yourself with ‘yes people’, so seek out people that will challenge and at times play ‘devil’s advocate’. It will make your decision the right one and you a better person. As J.P. Morgan once commented: “A man has two reasons for doing anything. A good reason and a real reason.” - think about it!

Dale Howarth is a Business Mentor, CPD Speaker and Accredited CPD Training Provider. Working with individuals and companies to make the business leaders and businesses successes of tomorrow. To find out more visit www.dalehowarth.com.