How to make better decisions by expanding your options

The decisions you make are affected by the range of options that you consider.

Some potentially relevant options will be outside your normal range of thinking. They are beyond a limit that is so familiar and unconscious to you that you don't even notice it's a limit .... so read on to learn or refresh your awareness of generalisation!

We all have the essential capability to generalise - it enables us to:

• Recognise types or classes of situation and respond appropriately

• simplify and manage what would otherwise be massive amounts of detail

• fit in with others

So generalisation is an important skill. However there are also times when by generalising we create a boundary on our ideas that limits the options we actively consider. This kind of generalising sounds like:

"We could never do that!" "He's always so difficult" "I just have to get on with it"

When we say something like that - as an individual, a leader or member of a group, the result is that some options never get talked about, never even get onto the radar. They're eliminated without ever having the chance to be dismissed and one of those unconsidered options could give you the greatest gains in performance, satisfaction, or safety.

How do you spot a generalisation?

It's pretty simple, and once you start listening, you'll notice how common they are! The clue is in the words we use. The most common indicators of generalisation are:

All, None, Never, Always (Generalising about Quantity)

Must, Mustn't, Have to (Generalising about Necessity)

Can't, Couldn't, No way (Generalising about Impossibility)

So basically, if you want to tie yourself up completely, say something like, "I couldn't ever get promoted because I've never had the kind of qualities you have to have to be a Manager." That should guarantee that you never (!) consider the possibility of promotion, right?

So, a business meeting which agrees, "We could never do that!" may miss a benefit that is within their reach if they explored what they would need to do to make it possible.

An individual that is viewed as, "Always being difficult" may never be heard, even on the occasions when their point is valid.

An individual that soldiers on because they, "just have to get on with it," may wear themselves out because they do not seek to address something that is feeling like a battle.

The solution?

It's very simple: When you hear any of the indicator words above, use questions to go exploring. The kind of questions you'll ask will be:

"What, every single time???!"

"What would happen if you could/did/didn't?"

"What stops you?"

The answer to these questions should then give you an idea of what to ask next, or what you need to do next to follow that option through. Often, just asking these questions will reveal that the limiting factor is not even really there - it's just an assumption, perhaps based on old experiences that are no longer so relevant.

Generalising About Quantity (Never, Always, None, All)

Goal: Look for exceptions, where the less likely thing has happened.

Questions: e.g. "What, every single time?!" "Never?!"

Follow up: If there's been an exception once, then what was different on that instance? How could that experience be put to use?

Generalising About Necessity (Must, Have to, Mustn't)

Goal: Explore whether there really is a necessity. Establish desirability of doing the opposite.

Questions: e.g. "What would happen if you didn't?" "What would happen if you did?" Explore the opposite

Follow up: Having identified both the desirable and undesirable implications - What do you need to address for you to take that option?

Generalising About Impossibility (Can't, No way I could do that, Couldn't)

Goal: Identify the obstacle. Discover how desirable the alternative is

Questions: "What stops you?" "What would happen if you could?"

Follow up: Having identified the obstacle, what can you do about it?

The Captain of the Titanic is quoted as saying, "I can't imagine any condition which would cause a ship to founder.." What action might have followed if they'd asked themselves, "What if we could?"

Being aware of generalisations comes with a health warning: Once you notice, you'll hear generalisations everywhere! Let most of them go, as we all generalise and generalisations have value I helping us deal with the world. Just explore those that matter.

Want to find out more? Read Sarah's full article How to make better decisions by expanding your options, or consider finding out about working with one of our coaches who will ask these kinds of questions for you!

We hope you've enjoyed this 'Time Out'. Please let us know what you've liked, how you've used it, what you'd like more of or less of ... and to send this to someone else, you can just click the forward to a friend button below.

To find out more please contact us or return to Beacons home page

Sarah Maliphant, September 2011