This is not Logical

As leaders, we need to be in control of our emotions.?Our most effective setting is calm and receptive.

We have to know:

• the role emotions play in our own performance as a leader—especially decision-making;
• how to read the emotions of everyone around us;
• how to regulate our emotions, especially when we are under intense pressure.

And we need to be able to use emotion effectively in the most crucial of leadership behaviours—influence.?This is when we need to inspire our staff, inspire our customers and inspire our suppliers.?And anyone else who doesn’t fit into these categories.?The community beyond the business, for instance.

So where in all of this emotion is the logic?

I believe that logic and emotion play a role in every decision that we make.?On the face of it, a balance between the two—the halves of a wheel is my favoured analogy—seems desirable and achievable.??

The balance seems desirable because when we are under pressure and the stakes are high, what is known as our System 1 (emotional) thinking can slip up a gear and jump to conclusions.?This can save time and energy, but it’s risky if we haven’t made a proper assessment of the situation, and there is no time (we think) to gather more information.?Errors become probable.?

When we are uncertain, our System 1 bets on an answer, guided by our experience—likely the most recent experience that fits this situation, but not necessarily the best experience.?We have absolutely no doubt, we make a call—and hope for the best.?The risks are high if this dominates our leadership behaviour—but does it happen more than half the time??Most of the time? ?

?The balance seems achievable because if we slow down our reactions and consider more deeply what we are experiencing, we are calling up System 2 (logical) thinking.?Uncertainty and doubt belong to System 2, but it is also lazy and will rely on System 1 for all its impressions and from which it will make its decisions.?Under pressure, System 2 will bow to the hyperactive System 1.?

Like the team player in a game, System 1 reacts at high speed, anticipating moves and creating its own way to the ball, through the traffic and at the goals.?System 2 is the coach, watching the flows of play, evaluating the team’s strengths and weaknesses and anticipating the opposition’s strategy and tactics.?System 2 is in charge of unbelieving, of analysing what else could be going on and of option generation.?What is our plan? The logic—but how often do we go there??Say, 25% of the time, at best?

This System 1 and System 2 thinking concept comes from Daniel Kahneman in Thinking, Fast and Slow.

If you are familiar with Simon Sinek’s Start with Why, you will know how the Golden Circle goes: Every business knows what they do.?Some know how they do it.?Very few know why they do it. What’s your cause, what’s your belief??People don’t buy what you do, but why you do it. “This is about biology, not psychology.”?

Sinek explains the importance of concentrating on, as a leader, what you do versus why you do it—and promotes the thesis that people will follow you because they believe what you believe.?

This is also extrapolated into how you present your business to the marketplace.?By all means, nail the features and benefits, but this is the what.?Discover and articulate the purpose, the cause, of your business.?Drill down into the deepest needs of your customers so that your offering will prompt them to walk over hot coals for your product or service, even casting aside the logic of price. Deep connection will come through values and behaviours.

What could be more emotional than this?

Our leadership is based on logic, isn't it??The aim is to calmly and creatively generate options that will bring about the best outcomes.

But we also need to consider the emotional factors at play—in our own thinking and that of the other parties involved.?

Most of what we are playing with is not logical.

?Next week:?CliftonStrengths, Belle Lockerby and BoLA

?About the Author

Jeff Bell?is Principal of executive consultancy ResultsWise in Perth, WA.?

To boost your leadership, ask Jeff about consulting, coaching, strategy facilitation, his Band of Leaders Australia (BoLA) group or Advanced Leadership Course: [email protected]; mobile 0439 988 662.??