The Intelligence of the Unconscious - University of California San Diego

Partner:

University of California San Diego

Location:

University of California San Diego
La Jolla, CA

Event Date:

02.08.08

Speakers:

Gerd Gigerenzer

Summary

Gut Feelings: The Intelligence of the Unconscious

Acccording to the speaker, human beings tend to think of intelligence as a deliberate, conscious activity guided by the laws of logic. Yet, he argues, much of our mental life is unconscious, based on processes alien to logic: gut feelings, or intuitions. Dr. Gigerenzer argues that intuition is more than impulse and caprice; it has its own rationale. This can be described by fast and frugal heuristics, which exploit evolved abilities in the human brain. Heuristics ignore information and try to focus on the few important reasons. Says Gigerenzer: "More information, more time, even more thinking, are not always better, and less can be more." His talk is part of an ongoing series on "Behavioral, Social and Computational Sciences Seminars" organized by the UC San Diego division of the California Institute for Telecommunications and Information Technology (Calit2), which aims to bring the benefits of computational science to disciplines that have largely been by-passed by the information-technology revolution until now. More information on this and other talks in the series can be found at http://bscs3.calit2.net. Gigerenzer, a leading expert and author on heuristics, won the AAAS Prize for the best article in the behavioral sciences. He is the author of Calculated Risks: How To Know When Numbers Deceive You, the German translation of which won the Scientific Book of the Year Prize in 2002. His books on heuristics include Bounded Rationality: The Adaptive Toolbox, with Reinhard Selten, a Nobel laureate in economics - UCSD

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Fundamental Techniques in Handling People

1. Don't criticize, condemn or complain.
2. Give honest and sincere appreciation.
3. Arouse in the other person an eager want.

Six ways to make people like you

1. Become genuinely interested in other people.
2. Smile.
3. Remember that a person's name is to that person the sweetest and most important sound in any language.
4. Be a good listener. Encourage others to talk about themselves.
5. Talk in terms of the other person's interests.
6. Make the other person feel important - and do it sincerely.

Win people to your way of thinking

1. The only way to get the best of an argument is to avoid it.
2. Show respect for the other person's opinions. Never say, "You're wrong."
3. If you are wrong, admit it quickly and emphatically.
4. Begin in a friendly way.
5. Get the other person saying "yes, yes" immediately.
6. Let the other person do a great deal of the talking.
7. Let the other person feel that the idea is his or hers.
8. Try honestly to see things from the other person's point of view.
9. Be sympathetic with the other person's ideas and desires.
10. Appeal to the nobler motives.
11. Dramatize your ideas.
12. Throw down a challenge.

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1. Begin with praise and honest appreciation.
2. Call attention to people's mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise the slightest improvement and praise every improvement. Be "hearty in your approbation and lavish in your praise."
7. Give the other person a fine reputation to live up to.
8. Use encouragement. Make the fault seem easy to correct.
9. Make the other person happy about doing the thing you suggest.

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