why did you do that? ©copyright 2009 dr. kay potetz 1 why did you do that? 14 th annual nppa...
Post on 31-Dec-2015
214 Views
Preview:
TRANSCRIPT
Why did You do That? ©copyright 2009 Dr. Kay Potetz
1
Why Did You Do That?
14th Annual NPPA ConferenceMonday August 9, 2010
Dr. K. Kay Potetz Speakers Unlimited 614-864-3703 Kay@SpeakersUnlimited.com
Why did You do That? ©copyright 2009 Dr. Kay Potetz
2
The mystery of how we
make decisions is one of the
many things that has been unexplainable
to us.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
3
When buying a house, for
example, we let our unconscious mull over many variables, i.e., taxes, school
systems, access to public
transportation, location, etc?
Yet we'll spend six months interviewing everybody we know in an attempt to find the best hair salon…
Why did You do That? ©copyright 2009 Dr. Kay Potetz
4
Human beings are wired to dislike potential losses; most people are
content to sacrifice profit for security.
Loss Aversion Bias
Why did You do That? ©copyright 2009 Dr. Kay Potetz
5
We hesitate to sell a stock that is going down.
We try to postpone pain as long as possible, which generally results
in more losses.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
6
• We are defined by our decisions.
• Yet rarely do we consider exactly
what goes on inside our heads
during the decision making
process.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
7
It takes 8 milliseconds for a signal to get to the Amygdala and set off defensive and stressed memories. We feel “fight or flight.”
It takes that same signal 40 milliseconds to get to the Hippocampus (the reasoning & thinking part of the brain).
THUS, WE FEEL BEFORE WE THINK!
Joseph LeDoux New York University
Why did You do That? ©copyright 2009 Dr. Kay Potetz
8
You feel before you think…….
•Your feelings actually determine your thoughts.
•How you’re feeling determines which way the Neuro-circuit goes.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
9
The most popular theory frames
“decision making” in epic terms, as a battle between reason
and emotion, with reason often
triumphing. Jonah Lehrer
For years we’ve been
arguing about the “workings”
of the mind.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
10
The truth is far more interesting:
If it weren't for our emotions, reason
wouldn’t exist at all.
Jonah Lehrer
For too long people have disparaged the
emotional brain, blaming our feelings
for all of our mistakes.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
11
So the question becomes, “What makes us feel?”
Why do we feel fear?
Why do we feel love or sadness?
Why did You do That? ©copyright 2009 Dr. Kay Potetz
12
The answer lies is a single molecule that brain cells use to communicate with
one another:
DOPAMINE
Josh Lehrer
It has been referred to as the “Prediction Neuron.”
Dopamine neurons are more concerned with predicting awards
than actually receiving them.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
13
Dopamine neurons constantly generate patterns based on experience: if this, then that.
This “pseudo” reality is then distilled into models of correlation that allow
the brain to anticipate what will happen next.
Jonah Lehrer
Why did You do That? ©copyright 2009 Dr. Kay Potetz
14
This occurs within milliseconds of disappointment; the unique signal generated by the brain
is known as error-related negativity.
Jonah Lehrer
Without the “feel good” dopamine, we no longer experience pleasure; we feel
the twinge of being wrong.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
15
From the perspective of the brain, there exists a
thin line between a
good decision and a bad decision.
Jonah Lehrer
Our impulsivity encounters little
resistance from our brain.
Jonah Lehrer
Why did You do That? ©copyright 2009 Dr. Kay Potetz
16
The trick is to determine when to use different parts
of the brain,
and to do this, we need to think harder (and smarter) about
how we think.
Jonah Lehrer
Why did You do That? ©copyright 2009 Dr. Kay Potetz
17
The first step in making better decisions is to see ourselves as we
really are, to look inside the black box of the human brain.
We need to honestly assess our flaws and talents, our
strengths and shortcomings.
We finally have the tools to pierce the mystery of the mind, revealing the intricate machinery that shapes
our behavior.
Now we need to put this knowledge to work.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
18
Questions to ask before acting:• Do I WANT this, or NEED this?
• Is this moving me toward my ultimate goal?• Is my innate loss aversion bias influencing me?• Am I making this decision with a clear mind, or am I
being influenced by the chemicals in my brain?• Are the chemicals in my brain influencing me; what
can I do to redirect my thinking?• Are my emotions sabotaging my common sense.
GOOD LUCK! This requires practice.
Why did You do That? ©copyright 2009 Dr. Kay Potetz
19
References
• Begley, Sharon, (2007). Train Your Mind Change Your Brain. New York: Ballantine Books.
• Boyatzis, Richard; McKee, Annie, (2005). Resonant Leadership. Boston: Harvard Business School Press.
• Boyatzis, R., Goleman, D., McKee, A., (2002). Primal Leadership. Boston: Harvard Business School Press.
• Goleman, Daniel, (2006). Social Intelligence. New York: Bantam Books.
• LeDoux, J.E., (2000). “Emotion Circuits in the Brain.” Annual Review of Neuroscience. 23, 155-184.
• Lehrer, Jonah, (2009). How We Decide. New York: Houghton Mifflin.
top related