Why Intuition Alone Fails: The Need for Behavioral Assessment Tools in Business
Mirko Zori?
Behavior assessment tools for your business practice @ CBI Valetis | Specially crafted for HR, sales, security, and management positions | Want to read people better? Read me first.
About Intuition in General
First, what is intuition? We can define it as a quick, often subconscious conclusion or feeling based on a summary of our previous experiences and information related to the situation we are currently in. This applies to both casual and business situations. Although it may seem different when we talk about novices and more experienced individuals, the mechanism is the same!
Don't get me wrong; I am not trying to paint a bad picture of intuition. There are both positive and negative sides to it that we need to be aware of.
On the positive side, intuition has been with us for a very long time and for a very good reason. For most of human existence, it was crucial to quickly assess situations and react as fast as possible. Even today, intuitive observations can sometimes be so precise and on the point that they seem almost supernatural.
Fast conclusion based on a summary of previous experience… So where is the problem?
Flaw 1: The Intuitive Process Happens Subconsciously
Intuitive analysis usually happens automatically and subconsciously, without our awareness of the process. We are often unaware of the information being analyzed and are left only with the final conclusion, thought, or feeling.
Flaw 2: We Usually Do Not Check the Results
Sometimes it is precise and on point… but sometimes it is not. Sometimes it can be far off the mark. The problem is that we can't monitor the whole process, not even part of it so we can't examine results in more detail. In addition to that, it is OUR intuitive conclusion so double-checking doesn't even cross our minds most of the time.
Flaw 3: We Are Biased
To complicate things further, we tend to justify and rationalize intuitive conclusions, making neutral and critical thinking even harder.
Flaw 4: It Is Based Only on What We Know
Lastly, intuitive interpretation is based on the data known to us, limiting our thinking to our own information and experiences. For example, if someone rubs their nose frequently during a conversation, one might think they are being dishonest or ill, when in reality, they might have had some flour-covered pastry for lunch, causing their nose to itch.
When It Comes to Behavioral Assessment in Business
The problem with intuitive conclusions is even more evident in intuitive behavioral observations. Since reliable tools for behavioral assessment are hard to find, most people rely on self-education, intuition, and common sense.
I was surprised that even experienced psychotherapists often advise younger colleagues with "you will learn in time" or provide specific interpretations of single, out-of-context behaviors/gestures, which is highly risky.
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Even experienced managers, sales professionals, executives, and HR managers make similar mistakes:
Again, I am not advising you to stop using intuition. Our previous business practices have shown that combining intuition with analytical behavioral decoding tools is the best approach. Decoding tools monitor, control, and sharpen the intuitive process, while intuition acts as an additional control to ensure all tools fit together and provide reliable results.
So, sharpen your intuition with multifactor behavioral decoding tools!
What Are My Free Pieces of Advice for You?
Advice 1: Look for Clear Proof and Double-Check
When you get your next intuitive feeling or thought, try to seek clear signals and signs that could support that conclusion. In addition, try to set a counter-conclusion and see how plausible it is. Finally, if you can, always double-check your conclusion with a follow-up question.
Advice 2: Only What Works Matters!
Do not rely on “who said what,” even when it comes to popular, world-class experts. Test all behavioral tools in practice and use your experience to determine which ones to keep and trust.
Advice 3: Build Your Network of Tools You Trust!
The beauty of reliable behavioral assessment tools is that they fit together congruently (if you have the right ones). For example, understanding the basic function of the “retreat” behavioral adaptive script will be applicable across all nonverbal and verbal channels, whether you are analyzing hands, body, tone of voice etc.
Advice 4: Use Our Knowledge and Experience!
I think this one is obvious. I LOVE discussing this subject 24/7, and my entire career has been dedicated to exploring behavior and developing behavioral tools applicable to business practice.
We created multiple tools such as Multifactor Behavioral Assessment, Verbal Trigger Detection, Functional Analysis of Behavioral Change and many more.
If exploring behavior in a more meaningful and reliable way sounds intriguing, a short introduction and free meeting with me can only be a WIN-WIN!
Get a free consultation on the advantages of applying behavioral tools within your business practice. To book a free online Google Meet consultation, follow: https://calendar.app.google/LSwxU81MrBDk7Aqq8 .
To contact me directly via email: [email protected]
I hope this was interesting and useful for you. See you in the next newsletter entry!
Mirko