Oct. 3, 2025
Your Decisions Are Never Solo Acts: Discover the Power of Perspective with Cheryl Einhorn
Cheryl Einhorn is the founder of Decisive, a decision sciences company that trains people and teams in complex problem solving and decision-making skills using the AREA Method. AREA is an evidence-based decision-making system that uniquely controls for and counters cognitive bias to expand knowledge while improving judgment. Cheryl developed AREA during her two decades as an award-winning investigative journalist writing for publications ranging from The New York Times to Foreign Policy Magazine, Barron’s and Harvard Business Review.
Ever wonder why some people make decisions easily while you agonize?
Cheryl Einhorn introduces her AREA method that helps counter cognitive biases while expanding knowledge and improving judgment.
• AREA stands for Absolute information, Relative information, Exploration, and Analysis
• Decision-making isn't a solo activity but built on a collaborative backbone
• Cognitive biases like confirmation bias and liking bias narrow our focus and limit effectiveness
• There are five problem-solver profiles: Adventurer, Detective, Listener, Thinker, and Visionary
• Each profile has different strengths and potential blind spots in decision-making
• Understanding different profiles acts as a "trust accelerator" in relationships
• Seeking input from profiles different from your own can help overcome analysis paralysis
Take the free problem-solver profile quiz at app.areamethod.com and learn more about Cheryl's work at areamethod.com. Look for her upcoming book "The Human Edge: Better Decisions in the Age of AI" in spring 2026.
Where to find Cheryl:
Website: https://www.areamethod.com/
Other links: https://app.areamethod.com/
LinkedIn - https://www.linkedin.com/in/cherylstrausseinhorn/
She is the author of three books: Problem Solved, A Powerful System for Making Complex Decisions with Confidence and Conviction, about personal and professional decision-making, and Investing In Financial Research, A Decision-Making System for Better Results about financial and investment decisions. Her new book about Problem Solver Profiles and the psychology of decision-making, Problem Solver, Maximizing Your Strengths To Make Better Decisions, was published in the Spring of 2023.
Hello from your host, Carol Clegg – your mindset and accountability coach for women coaches, entrepreneurs and small teams!
As a coach or heart led entrepreneur, you know all the right tools and strategies to support your clients—but when it comes to applying them to yourself, it’s easy to get stuck. You might find it hard to prioritize self-care, stay motivated, or maintain a positive mindset, especially when juggling the demands of your business. That’s where I come in.
I love helping women reconnect with their own practices. Together, we’ll explore what’s getting in the way, reignite your motivation, and put the right tools in place to support your well-being.
If you're ready to start prioritizing your own mindset and motivation, take my complimentary “Insights into You” (aka Saboteur discovery assessment” and follow up with a free coaching session to explore your results. Take your assessment here, or visit carolclegg.com for more details.
BOOK your ✅ 30-minute complimentary exploration call HERE
Let’s connect on LinkedIn and Instagram, or join my LinkedIn Group Flourish: A Community for Women Business Owners
...I am your host Carol Clegg. As a small business coach, I partner with women solopreneurs in midlife, to confidently step out of overwhelm and create a fresh path to success through tailored accountability and mindset coaching, integrated with the powerful Positive Intelligence program. Struggling with procrastination, finding balance in your business and personal life, and cultivating a positive mindset?
Let’s chat!
BOOK your ✅ 30 minute complimentary discovery call
carolclegg.com or book your call here https://bit.ly/discoverycallwithcarol
Chapters
00:00 - Introduction to the ARIA Method
05:51 - Meet Cheryl Einhorn
10:24 - Why Investigate Decision-Making
16:59 - The ARIA Method Explained
19:16 - Five Problem-Solver Profiles
26:10 - Applying Profiles in Real Life
31:52 - Breaking Free from Overthinking
Transcript
WEBVTT
00:00:00.160 --> 00:00:05.679
Stepping back from it, ARIA is an acronym for the steps of my perspective taking process.
00:00:05.839 --> 00:00:15.039
And it's the only system out there that is uniquely focused on controlling for encountering these assumptions and judgments, the cognitive biases.
00:00:15.279 --> 00:00:20.239
And so what it's really looking to do is to expand your knowledge while improving your judgment.
00:00:20.399 --> 00:00:26.160
It recognizes that we've thought for far too long of decision making as a solo activity.
00:00:26.239 --> 00:00:27.839
It's my decision alone.
00:00:28.000 --> 00:00:33.600
Well, that's a myth because at some point there's somebody else who's impacted by it.
00:01:07.920 --> 00:01:11.760
So joining me today is my guest, Cheryl Einhorn.
00:01:11.920 --> 00:01:14.560
And let me share an introduction.
00:01:14.799 --> 00:01:30.239
Cheryl is the founder of Decisive, a decision sciences company that trains people and teams in complex problem solving and decision-making skills using the ARIA A-R-E-A method.
00:01:30.400 --> 00:01:41.840
This is an evidence-based decision-making system that uniquely controls for and counters cognitive bias to expand knowledge while improving judgment.
00:01:42.159 --> 00:01:58.959
Cheryl developed ARIA during her two decades as a fascinating background, award-winning investigative journalist, writing for publications ranging from the New York Times to Foreign Policy Magazine, Barron and Harvard's Business Review.
00:01:59.200 --> 00:02:08.080
Cheryl is a longtime educator, having taught at Columbia Business School for over a decade and currently teaching at Cornell University's S.
00:02:08.240 --> 00:02:08.400
C.
00:02:08.560 --> 00:02:11.599
Johnson School of Business and Cornell Tech.
00:02:11.840 --> 00:02:42.000
She is the author of three books and will make sure to have those in the show notes so that you can look them up and find them, problem-solved, a powerful system for making complex decisions with confidence and conviction, about personal and professional decision making and investing in financial research, a decision-making system for better results about financial and investment decisions, and then your new book, all about problem-solver profiles.
00:02:42.159 --> 00:02:46.479
And this is what we're going to dig into a little bit in the psychology of decision making.
00:02:46.719 --> 00:02:52.159
So we'll make sure to have a link for that that people can find all your books.
00:02:52.400 --> 00:02:54.960
But that's the official introduction, Cheryl.
00:02:55.120 --> 00:02:58.560
But I would love to start on a more personal note with you.
00:02:58.960 --> 00:03:00.240
And welcome.
00:03:00.560 --> 00:03:02.879
Thank you so much for having me, Carol.
00:03:03.039 --> 00:03:10.960
Oh, this is I'm looking forward to learning from what you have to share, not only for my listeners, but for myself, as I shared with you.
00:03:11.120 --> 00:03:14.960
That's part of why I love doing my podcast shows.
00:03:15.039 --> 00:03:24.080
So if we were sitting over coffee and I asked you what lights you up outside of work, what comes to mind first?
00:03:25.120 --> 00:03:29.439
Oh, I I love time with friends and family.
00:03:30.000 --> 00:03:32.800
I love doing things that are outdoors.
00:03:33.039 --> 00:03:34.639
I like to bake.
00:03:35.280 --> 00:03:37.439
I love new experiences.
00:03:38.560 --> 00:03:48.719
And I love noticing some of the small things, the eagle flying overhead, or, you know, the way the breeze moves the leaves.
00:03:48.960 --> 00:03:52.400
I have a lot of things that I enjoy outside of work.
00:03:52.719 --> 00:03:53.840
That sounds beautiful.
00:03:53.919 --> 00:03:57.199
And I know you shared with me that you live in a beautiful part of the world.
00:03:57.520 --> 00:04:00.639
So that you get to enjoy nature and get outside.
00:04:00.719 --> 00:04:04.000
And those moments are, they are so precious that we slow down.
00:04:04.400 --> 00:04:08.879
Work brings us joy, but there's so many other factors that complete that circle.
00:04:09.199 --> 00:04:09.599
Yes.
00:04:09.759 --> 00:04:16.879
And you know, um, having a dog has really helped because you need to get outside.
00:04:17.040 --> 00:04:21.920
The dogs are in the moment, and it's this wonderful reminder.
00:04:22.240 --> 00:04:29.120
It makes me think of this Buddhist phrase, we've never been here now before.
00:04:29.680 --> 00:04:31.439
And wow.
00:04:32.639 --> 00:04:33.680
Yeah, that's dishes.
00:04:34.399 --> 00:04:35.920
Let you say that again.
00:04:36.319 --> 00:04:40.879
Yes, we've never been here now before.
00:04:41.120 --> 00:04:45.279
And it's the placement of the now that makes all the difference.
00:04:45.439 --> 00:04:51.279
It's catching us when we think that we've seen something or done something before.
00:04:51.600 --> 00:04:53.759
But actually, how can it be so?
00:04:54.079 --> 00:04:57.040
Because time is always moving forward.
00:04:57.839 --> 00:04:58.560
Beautiful.
00:04:58.800 --> 00:05:05.600
Oh, I definitely I need to again to type that out and put that into the show notes just so that people can reflect and absorb that.
00:05:05.759 --> 00:05:09.519
But I'd love to, as I said earlier, your background is so fascinating.
00:05:09.680 --> 00:05:14.399
Journalism, teaching, writing, and now decision sciences.
00:05:14.560 --> 00:05:23.439
And I'd love to ask you, why do you think that it's important for people to investigate how they make decisions, not just the decisions that they make?
00:05:24.240 --> 00:05:27.279
So decision making is how we get to the future.
00:05:28.000 --> 00:05:33.680
It's actually the only thing that we really have control over in our whole lives are the choices that we make.
00:05:33.920 --> 00:05:36.560
And yet we don't usually stop to investigate.
00:05:36.639 --> 00:05:38.639
Well, how do we make those choices?
00:05:39.360 --> 00:05:47.439
And why is it that we notice over time that some people solve problems differently than we do?
00:05:47.680 --> 00:05:55.920
Why is it easier with some people to make decisions and much more difficult, almost seeming like friction with others?
00:05:56.160 --> 00:06:05.360
And so I think it's really important because it is this foundational piece of how we live our lives.
00:06:05.519 --> 00:06:09.839
And yet, until very recently, it's not something that we've ever taught in our schools.
00:06:10.079 --> 00:06:12.240
And we don't really learn it in our homes.
00:06:12.399 --> 00:06:17.600
And so I think it's beginning to be thought of as its own discipline.
00:06:17.920 --> 00:06:37.519
So if I can help people better understand why they do what they do and how to feel better about making those decisions in their lives, then they can feel greater optimism, courage, confidence, and conviction that they can move well into their good future.
00:06:38.079 --> 00:06:50.160
I'd love to, before we dig into, you know, explaining the area method, in your years of research, what has surprised you most about the blind spots that we bring to our choices?
00:06:50.480 --> 00:06:51.920
I think it's an excellent question.
00:06:52.000 --> 00:06:55.519
You know, now we call those blind spots cognitive biases.
00:06:55.839 --> 00:07:02.480
And these are well-worn mental pathways that try to help our brain conserve energy.
00:07:02.720 --> 00:07:10.480
And when we're doing something, our brain says to ourselves, you know what, you've done this before, do it this way.
00:07:10.639 --> 00:07:13.439
Or you've done something like it before, do it this way.
00:07:13.600 --> 00:07:22.959
And that narrows your focus so that it makes it hard to actually be here now and to be noticing what's going on.
00:07:23.439 --> 00:07:38.399
And so the reason why it is so important to challenge those things is because we want to think of ourselves as dynamic, being able to continually change and get better over time.
00:07:39.040 --> 00:07:47.360
And yet, even knowing that these biases exist, it is very difficult to get away from them.
00:07:47.600 --> 00:07:51.279
But the self-awareness is that first piece.
00:07:51.600 --> 00:07:55.920
Before we learn how to counter them, we need to actually know what they are.
00:07:56.079 --> 00:08:05.680
So, to just give a couple examples for your listeners, confirmation bias is when we tend to look for something that will confirm a hypothesis.
00:08:06.240 --> 00:08:12.879
And what that does is it can ignore disconfirming data, which is far more important.
00:08:13.040 --> 00:08:20.560
You may have a lot of evidence to support a favorite hypothesis, but if you have one insurmountable hurdle, that's not going to work.
00:08:20.720 --> 00:08:25.120
Or another one that really gets me all the time is liking bias.
00:08:25.279 --> 00:08:27.920
I have people that I have an affinity for.
00:08:28.079 --> 00:08:36.080
And so I tend to give their opinions much more weight than the opinions of other people simply because I like them.
00:08:36.320 --> 00:08:40.879
So knowing about these things can help us think about for liking bias.
00:08:41.039 --> 00:08:47.360
If this came from a source that I wasn't familiar with, would I still like this as much?
00:08:47.519 --> 00:08:52.720
And for confirmation bias, can I actually look to disprove this theory?
00:08:53.279 --> 00:08:58.799
And that, if I can't disprove it, strengthens my way forward, gives me greater conviction.
00:08:58.960 --> 00:09:05.440
And if I can disprove it, then I can say to myself, well, thank goodness I've made my mistake before I've made it.
00:09:05.600 --> 00:09:07.120
And so that's so interesting.
00:09:07.440 --> 00:09:11.519
Yeah, just challenging yourself when you spoke about sort of just accepting.
00:09:11.600 --> 00:09:16.080
I think of something so simple, like choosing to drive a different way.
00:09:16.320 --> 00:09:16.639
Yes.
00:09:16.960 --> 00:09:17.679
Changing that up.
00:09:17.759 --> 00:09:19.360
You know, we just had it's a habit.
00:09:19.519 --> 00:09:23.279
You get in your car, and this is the way you go, and you never change that up.
00:09:23.440 --> 00:09:25.840
And you you never challenge yourself.
00:09:26.080 --> 00:09:28.159
Or I'll give you another example.
00:09:28.480 --> 00:09:37.919
For many years, when I was teaching only in person, I would say to my students, every class you have to sit someplace different, a different seat.
00:09:38.159 --> 00:09:42.399
Now think about the classes that you took when you were in school.
00:09:42.559 --> 00:09:45.440
Didn't you generally find the part of the room that you like to sit in?
00:09:45.519 --> 00:09:46.559
And you sat there.
00:09:46.799 --> 00:09:55.360
Yesterday, I was going to a lecture during the United Nations week on climate change, and I automatically went to the back of the room.
00:09:55.519 --> 00:09:58.720
And I kind of laughed because that's my comfort.
00:09:58.879 --> 00:10:00.159
I like to sit in the back.
00:10:00.240 --> 00:10:02.879
Then I can see everything in front of me.
00:10:03.120 --> 00:10:06.960
And I had to sort of stop myself and say, you know what?
00:10:07.120 --> 00:10:12.639
If you do that, you're going to fall into a habit and pattern that you have as very comfortable.
00:10:12.960 --> 00:10:14.399
Why don't you do something different?
00:10:14.799 --> 00:10:20.080
I love that you shared that because for myself, I'm the front of the classroom, the front seat.
00:10:20.159 --> 00:10:23.679
And if nothing else, just to be able to hear better and focus.
00:10:23.759 --> 00:10:26.799
I find it distracting if I've got all these people in front of me.
00:10:27.039 --> 00:10:30.879
So yeah, just to just to be able to zone in and focus.
00:10:31.279 --> 00:10:32.000
I love that.
00:10:32.480 --> 00:10:37.039
Cheryl, I'd love for you to explain the area method in simple terms.
00:10:37.360 --> 00:10:37.600
Sure.
00:10:37.919 --> 00:10:42.399
So what makes it different from other decision-making frameworks?
00:10:42.559 --> 00:10:53.519
And you know, obviously it's you you it helps push us past our biases and as you've been talking about, gather more reliable evidence before making these decisions.
00:10:53.919 --> 00:11:00.320
Yeah, so stepping back from it, area is an acronym for the steps of my perspective taking process.
00:11:00.480 --> 00:11:09.759
And it's the only system out there that is uniquely focused on controlling for encountering these assumptions and judgments, the cognitive biases.
00:11:09.919 --> 00:11:14.879
And so what it's really looking to do is to expand your knowledge while improving your judgment.
00:11:15.039 --> 00:11:20.799
It recognizes that we've thought for far too long of decision making as a solo activity.
00:11:20.960 --> 00:11:22.480
It's my decision alone.
00:11:22.639 --> 00:11:23.759
Well, that's a myth.
00:11:24.000 --> 00:11:28.000
Because at some point there's somebody else who's impacted by it.
00:11:28.159 --> 00:11:38.480
And your decisions have a much better chance of succeeding when you actively include those other people because decisions are generally built on a collaborative backbone.
00:11:39.039 --> 00:11:54.960
So the steps of the process, it begins with the letter A for absolute information, which is up close on the target of your decision, so that you can see and hear from that perspective before looking at secondary sources.
00:11:55.120 --> 00:11:57.440
So say you're thinking about switching careers.
00:11:57.600 --> 00:12:01.600
Let's say you're thinking about nursing versus computer programming.
00:12:01.759 --> 00:12:07.120
Your absolute information up close on the target of your decision would be what are those two fields?
00:12:07.279 --> 00:12:11.440
What does, for instance, the nursing association say about itself?
00:12:11.679 --> 00:12:13.200
What are the responsibilities?
00:12:13.360 --> 00:12:15.200
What types of jobs does it offer?
00:12:15.360 --> 00:12:17.600
And similarly with computer programming.
00:12:17.840 --> 00:12:21.919
Then the R in the word area moves to a new perspective.
00:12:22.080 --> 00:12:27.360
These are outside sources, but somehow related to the target of the decision.
00:12:27.519 --> 00:12:33.519
So this might be information from the Bureau of Labor Statistics about each of these fields.
00:12:33.679 --> 00:12:35.360
Are these fields really growing?
00:12:35.519 --> 00:12:38.000
What's happening in terms of salary trends?
00:12:38.159 --> 00:12:43.200
What do experts and outsiders have to say about these two fields?
00:12:43.440 --> 00:12:49.840
And then exploration, the E, and exploitation are the twin engines of creativity.
00:12:50.000 --> 00:12:57.919
Now you get beyond document-based sources, and exploration has you identify people and actually interview them about it.
00:12:58.080 --> 00:13:01.039
Well, what happens day-to-day in the job of nursing?
00:13:01.279 --> 00:13:07.440
What happens in terms of the fact that the field now asks for many different types of nursing degrees?
00:13:07.600 --> 00:13:12.399
Does that mean I constantly have to think about going back to school and paying for the education?
00:13:12.639 --> 00:13:18.720
And for computer programming, have you found that artificial intelligence is disintermediating the field?
00:13:18.879 --> 00:13:21.519
It's the difference between the map and the terrain.
00:13:21.679 --> 00:13:23.039
What's actually happening?
00:13:23.279 --> 00:13:32.960
We may know that something is 10 miles away, but when we actually look and see that you have to drive 40 minutes to get there, exploration is critical.
00:13:33.120 --> 00:13:37.440
Then exploitation is a brand new part of decision making.
00:13:37.600 --> 00:13:45.440
Now you can turn inward to think about the data that you've collected, where might you be making these unfounded assumptions and judgments.
00:13:45.679 --> 00:13:58.480
And so you can really think about and use some creative exercises that I suggest for different ways to analyze the information because you can have one data point that means a variety of different things.
00:13:58.720 --> 00:14:07.039
And so if you don't look critically at where you're making assumptions and judgments, you may draw the wrong conclusions about the information that you've collected.
00:14:07.279 --> 00:14:18.879
And then the final A in the word area analysis helps you put all of these pieces back together and it helps you to come to conviction about your decision.
00:14:19.120 --> 00:14:29.759
So it's really an end-to-end process for how to move through the different perspectives and come away with something that gives you an audit trail of what you've done.
00:14:30.000 --> 00:14:50.799
We'll ask you to have some types of research that are probably very comfortable for you, but probably also types of research that may be outside your comfort zone, offering you areas for growth and still help you make sure that you can put it all back together so that you can make a decision that can succeed for you.
00:14:51.120 --> 00:14:54.000
I tell you what sparked for me was the E.
00:14:54.720 --> 00:14:59.360
And it's just so interesting because that explore, that you're pulling this all together.
00:14:59.519 --> 00:15:11.120
It's interesting that you spoke about sort of talking to people in that industry and from that point of view, because my daughter, she's a qualified therapist and she's finding her career path is not what she wants.
00:15:11.200 --> 00:15:16.240
And she wants to go into marine archaeology, which is part of some of her studying in her degrees.
00:15:16.320 --> 00:15:20.480
But you can see just as you spoke about those two careers, that they're polar opposites.
00:15:20.720 --> 00:15:30.320
And a friend recently said to her, you should interview and start talking to people in this new industry to find out what does day-to-day look like?
00:15:30.480 --> 00:15:31.759
What is it all about?
00:15:32.000 --> 00:15:37.519
Because, you know, you you might look on paper and this lines up with your degree and your study and your interests.
00:15:37.759 --> 00:15:41.919
But what if you're stuck behind a desk eight hours a day?
00:15:42.240 --> 00:15:43.039
Yeah, absolutely.
00:15:43.200 --> 00:16:13.279
I think it's a great recommendation for her of my three books, problem solved would be the right one, because it would take her through the process and she would meet four people solving very different problems, one solving a career problem, so that no matter where her decision-making process takes her, she would be able to see how to engage with the steps because those kinds of decisions they feel very large.
00:16:13.600 --> 00:16:23.039
And we don't often know what are the individual steps in a thoughtful and rigorous due diligence process.
00:16:23.600 --> 00:16:24.240
I love that.
00:16:24.879 --> 00:16:26.879
You talk about these different profiles.
00:16:27.039 --> 00:16:27.279
Yeah.
00:16:27.440 --> 00:16:29.919
So what are they and why do they matter?
00:16:30.080 --> 00:16:32.159
Can you walk us through these different profiles?
00:16:32.480 --> 00:16:32.720
Yes.
00:16:32.799 --> 00:16:42.559
What I realized when I first introduced Area in my first book that we were just talking about, Problem Solved, that the system works for everybody.
00:16:43.120 --> 00:16:57.200
But people tended to prefer some parts of the process over others, and they tended to give the greatest credence to the information that came from those parts.
00:16:57.440 --> 00:17:05.200
So I wondered why are some parts of problem solving easier and more intuitive for people than others?
00:17:05.359 --> 00:17:15.440
And that is what led me on this research journey into what are the factors that people see and understand differently when problem solving.
00:17:15.759 --> 00:17:20.480
And by putting this research together, I came up with five archetypes.
00:17:20.720 --> 00:17:34.480
So if you want to listen for what resonates with you, and then I'll also share with you and with your listeners a place where you can take the problem solver profile quiz that I created for free.
00:17:34.799 --> 00:17:41.839
So the five archetypes are the adventurer, the detective, the listener, the thinker, and the visionary.
00:17:42.079 --> 00:17:46.480
So the adventurer, I gave them all fun names because we think in language.
00:17:46.559 --> 00:17:50.160
We need a lexicon with which to talk about these things.
00:17:50.319 --> 00:17:55.279
The adventurer is our most confident, optimistic decision maker.
00:17:55.440 --> 00:17:58.000
She is somebody with a very strong gut.
00:17:58.240 --> 00:18:02.079
Her inner voice is able to say to her, that's what's next.
00:18:02.319 --> 00:18:06.400
So she can identify and quickly get to a next step.
00:18:06.720 --> 00:18:14.799
And a cognitive bias that can get in the way of this kind of an archetype is an optimism bias, which is actually very beautiful.
00:18:15.200 --> 00:18:19.440
Because she feels very comfortable making decisions.
00:18:19.599 --> 00:18:21.759
She has a relatively high risk tolerance.
00:18:21.920 --> 00:18:30.640
She can make a decision, and if it starts to go awry, she optimistically knows there's always the next decision ahead.
00:18:30.960 --> 00:18:33.519
So she's comfortable with course corrected.
00:18:33.839 --> 00:18:36.079
The next archetype is the detective.
00:18:36.240 --> 00:18:37.279
I'm a detective.
00:18:37.519 --> 00:18:39.759
We are people who like evidence.
00:18:40.000 --> 00:18:43.519
When you come to me, if you don't have evidence, I can't hear you.
00:18:43.759 --> 00:18:44.720
It's a shame.
00:18:44.960 --> 00:18:49.759
But I'm very comfortable with research and I'm very anchored on data.
00:18:50.319 --> 00:18:57.200
And a blind spot for the detective is the confirmation bias that we spoke about.
00:18:57.680 --> 00:19:13.599
I know that I can find research, which means I am more likely to be able to substantiate what I prefer in terms of necessarily being able to look for disconfirming data.
00:19:13.920 --> 00:19:19.359
And the detective overweights data and underweights people sometimes.
00:19:19.839 --> 00:19:22.000
Our next profile is the listener.
00:19:22.240 --> 00:19:26.319
She is our collaborative, cooperative decision maker.
00:19:26.480 --> 00:19:29.680
She knows how to bring people into the conversation.
00:19:30.079 --> 00:19:38.319
And so when you have a team dynamic, this is somebody who already has a beautiful skill set at gaining perspectives.
00:19:38.640 --> 00:19:47.200
The problem that the listener can encounter is that she tends to have the least developed inner voice.
00:19:47.440 --> 00:19:53.440
So one of the cognitive biases for the listener is a liking bias, just as we discussed.
00:19:53.599 --> 00:19:57.440
She can overweight information that comes from people she has an affinity for.
00:19:57.599 --> 00:20:06.640
And since she tends to have a trusted group of advisors, this means that she has this group that she automatically goes to.
00:20:07.119 --> 00:20:16.319
And at times it can inhibit her asking herself first, what is it that I'm really thinking here before she goes and brings others in.
00:20:49.759 --> 00:20:51.440
So that's very valuable.
00:20:51.680 --> 00:20:56.559
But a cognitive bias for this kind of archetype is a loss aversion.
00:20:56.720 --> 00:21:05.039
They would rather mitigate the downside and prevent failure rather than solving for the best possible outcome or the best outcome possible.
00:21:05.680 --> 00:21:07.599
Finally, we have our visionary.
00:21:07.920 --> 00:21:12.160
This is the person who brings the big creative original ideas.
00:21:12.480 --> 00:21:15.680
This is somebody who doesn't need a lot of data.
00:21:16.000 --> 00:21:21.759
And this is somebody who can end up having a scarcity or a saliency bias.
00:21:22.000 --> 00:21:26.720
They could have just one data point that something has potential.
00:21:27.200 --> 00:21:33.759
And that doesn't mean that they necessarily will think about what is practical or what is possible.
00:21:33.920 --> 00:21:38.799
And so this is somebody who can see the rainbows before we do.
00:21:40.240 --> 00:21:46.079
But they also generally need somebody behind them to help them fill in the logical progression to get there.
00:21:46.240 --> 00:21:51.359
So what I hope you can take away is that they're each optimizing for something different.
00:21:51.519 --> 00:21:56.000
They have different underlying value structures that depend on different data.
00:21:56.160 --> 00:22:04.799
They move at different speeds, but each has different and beautiful strengths, and each have some cognitive biases associated.
00:22:04.960 --> 00:22:10.400
And all of this research is in the newest book, which is called Problem Solver.
00:22:11.119 --> 00:22:17.039
My goodness, as you described, and I listened to each of those, I went, huh, me, me.
00:22:18.079 --> 00:22:25.759
So I think I'm definitely going to have to do the assessment, which I will put a link in our show notes so that people can explore.
00:22:26.160 --> 00:22:26.720
Definitely.
00:22:26.880 --> 00:22:38.319
I will give you the link to the quiz is app app.area method, all one word, are method.com.
00:22:38.720 --> 00:22:39.200
Perfect.
00:22:39.279 --> 00:22:47.039
Well, I'm absolutely going to pop that in, and I'm sure that our listeners are going to be curious to just explore.
00:22:47.200 --> 00:22:54.240
Do you ever see a slight crossover between sort of something that's dominant and then a little bit of something that's lying underneath?
00:22:54.559 --> 00:22:54.880
Yes.
00:22:54.960 --> 00:22:56.559
So here's what I would say.
00:22:56.799 --> 00:23:05.839
Of course, all of us have some of each of these, but the dominant one for us is where we've got our comfort zone.
00:23:05.920 --> 00:23:12.319
So when we're in a perfunctor mode, we're going about our day, that's what you're going to fall back on.
00:23:12.480 --> 00:23:14.640
That's how you're going to move through the day.
00:23:14.880 --> 00:23:30.400
And the one that is the least present of the five is an easy area to look for ways to try to develop some of those skills to make you more well-rounded.
00:23:30.960 --> 00:23:39.200
So although we can certainly cross over, we do tend to stay in our dominant one most of the time.
00:23:39.440 --> 00:23:47.200
But let's say for your daughter, you were just talking about, let's say she spends a day with somebody in this new field that she's exploring.
00:23:47.680 --> 00:23:51.440
She may not at all show up the way that she would with you.
00:23:51.839 --> 00:23:54.319
And that's probably appropriate, right?
00:00:00.160 --> 00:00:05.679
00:00:05.839 --> 00:00:15.039
00:00:15.279 --> 00:00:20.239
00:00:20.399 --> 00:00:26.160
00:00:26.239 --> 00:00:27.839
00:00:28.000 --> 00:00:33.600
00:01:07.920 --> 00:01:11.760
00:01:11.920 --> 00:01:14.560
00:01:14.799 --> 00:01:30.239
00:01:30.400 --> 00:01:41.840
00:01:42.159 --> 00:01:58.959
00:01:59.200 --> 00:02:08.080
00:02:08.240 --> 00:02:08.400
00:02:08.560 --> 00:02:11.599
00:02:11.840 --> 00:02:42.000
00:02:42.159 --> 00:02:46.479
00:02:46.719 --> 00:02:52.159
00:02:52.400 --> 00:02:54.960
00:02:55.120 --> 00:02:58.560
00:02:58.960 --> 00:03:00.240
00:03:00.560 --> 00:03:02.879
00:03:03.039 --> 00:03:10.960
00:03:11.120 --> 00:03:14.960
00:03:15.039 --> 00:03:24.080
00:03:25.120 --> 00:03:29.439
00:03:30.000 --> 00:03:32.800
00:03:33.039 --> 00:03:34.639
00:03:35.280 --> 00:03:37.439
00:03:38.560 --> 00:03:48.719
00:03:48.960 --> 00:03:52.400
00:03:52.719 --> 00:03:53.840
00:03:53.919 --> 00:03:57.199
00:03:57.520 --> 00:04:00.639
00:04:00.719 --> 00:04:04.000
00:04:04.400 --> 00:04:08.879
00:04:09.199 --> 00:04:09.599
00:04:09.759 --> 00:04:16.879
00:04:17.040 --> 00:04:21.920
00:04:22.240 --> 00:04:29.120
00:04:29.680 --> 00:04:31.439
00:04:32.639 --> 00:04:33.680
00:04:34.399 --> 00:04:35.920
00:04:36.319 --> 00:04:40.879
00:04:41.120 --> 00:04:45.279
00:04:45.439 --> 00:04:51.279
00:04:51.600 --> 00:04:53.759
00:04:54.079 --> 00:04:57.040
00:04:57.839 --> 00:04:58.560
00:04:58.800 --> 00:05:05.600
00:05:05.759 --> 00:05:09.519
00:05:09.680 --> 00:05:14.399
00:05:14.560 --> 00:05:23.439
00:05:24.240 --> 00:05:27.279
00:05:28.000 --> 00:05:33.680
00:05:33.920 --> 00:05:36.560
00:05:36.639 --> 00:05:38.639
00:05:39.360 --> 00:05:47.439
00:05:47.680 --> 00:05:55.920
00:05:56.160 --> 00:06:05.360
00:06:05.519 --> 00:06:09.839
00:06:10.079 --> 00:06:12.240
00:06:12.399 --> 00:06:17.600
00:06:17.920 --> 00:06:37.519
00:06:38.079 --> 00:06:50.160
00:06:50.480 --> 00:06:51.920
00:06:52.000 --> 00:06:55.519
00:06:55.839 --> 00:07:02.480
00:07:02.720 --> 00:07:10.480
00:07:10.639 --> 00:07:13.439
00:07:13.600 --> 00:07:22.959
00:07:23.439 --> 00:07:38.399
00:07:39.040 --> 00:07:47.360
00:07:47.600 --> 00:07:51.279
00:07:51.600 --> 00:07:55.920
00:07:56.079 --> 00:08:05.680
00:08:06.240 --> 00:08:12.879
00:08:13.040 --> 00:08:20.560
00:08:20.720 --> 00:08:25.120
00:08:25.279 --> 00:08:27.920
00:08:28.079 --> 00:08:36.080
00:08:36.320 --> 00:08:40.879
00:08:41.039 --> 00:08:47.360
00:08:47.519 --> 00:08:52.720
00:08:53.279 --> 00:08:58.799
00:08:58.960 --> 00:09:05.440
00:09:05.600 --> 00:09:07.120
00:09:07.440 --> 00:09:11.519
00:09:11.600 --> 00:09:16.080
00:09:16.320 --> 00:09:16.639
00:09:16.960 --> 00:09:17.679
00:09:17.759 --> 00:09:19.360
00:09:19.519 --> 00:09:23.279
00:09:23.440 --> 00:09:25.840
00:09:26.080 --> 00:09:28.159
00:09:28.480 --> 00:09:37.919
00:09:38.159 --> 00:09:42.399
00:09:42.559 --> 00:09:45.440
00:09:45.519 --> 00:09:46.559
00:09:46.799 --> 00:09:55.360
00:09:55.519 --> 00:09:58.720
00:09:58.879 --> 00:10:00.159
00:10:00.240 --> 00:10:02.879
00:10:03.120 --> 00:10:06.960
00:10:07.120 --> 00:10:12.639
00:10:12.960 --> 00:10:14.399
00:10:14.799 --> 00:10:20.080
00:10:20.159 --> 00:10:23.679
00:10:23.759 --> 00:10:26.799
00:10:27.039 --> 00:10:30.879
00:10:31.279 --> 00:10:32.000
00:10:32.480 --> 00:10:37.039
00:10:37.360 --> 00:10:37.600
00:10:37.919 --> 00:10:42.399
00:10:42.559 --> 00:10:53.519
00:10:53.919 --> 00:11:00.320
00:11:00.480 --> 00:11:09.759
00:11:09.919 --> 00:11:14.879
00:11:15.039 --> 00:11:20.799
00:11:20.960 --> 00:11:22.480
00:11:22.639 --> 00:11:23.759
00:11:24.000 --> 00:11:28.000
00:11:28.159 --> 00:11:38.480
00:11:39.039 --> 00:11:54.960
00:11:55.120 --> 00:11:57.440
00:11:57.600 --> 00:12:01.600
00:12:01.759 --> 00:12:07.120
00:12:07.279 --> 00:12:11.440
00:12:11.679 --> 00:12:13.200
00:12:13.360 --> 00:12:15.200
00:12:15.360 --> 00:12:17.600
00:12:17.840 --> 00:12:21.919
00:12:22.080 --> 00:12:27.360
00:12:27.519 --> 00:12:33.519
00:12:33.679 --> 00:12:35.360
00:12:35.519 --> 00:12:38.000
00:12:38.159 --> 00:12:43.200
00:12:43.440 --> 00:12:49.840
00:12:50.000 --> 00:12:57.919
00:12:58.080 --> 00:13:01.039
00:13:01.279 --> 00:13:07.440
00:13:07.600 --> 00:13:12.399
00:13:12.639 --> 00:13:18.720
00:13:18.879 --> 00:13:21.519
00:13:21.679 --> 00:13:23.039
00:13:23.279 --> 00:13:32.960
00:13:33.120 --> 00:13:37.440
00:13:37.600 --> 00:13:45.440
00:13:45.679 --> 00:13:58.480
00:13:58.720 --> 00:14:07.039
00:14:07.279 --> 00:14:18.879
00:14:19.120 --> 00:14:29.759
00:14:30.000 --> 00:14:50.799
00:14:51.120 --> 00:14:54.000
00:14:54.720 --> 00:14:59.360
00:14:59.519 --> 00:15:11.120
00:15:11.200 --> 00:15:16.240
00:15:16.320 --> 00:15:20.480
00:15:20.720 --> 00:15:30.320
00:15:30.480 --> 00:15:31.759
00:15:32.000 --> 00:15:37.519
00:15:37.759 --> 00:15:41.919
00:15:42.240 --> 00:15:43.039
00:15:43.200 --> 00:16:13.279
00:16:13.600 --> 00:16:23.039
00:16:23.600 --> 00:16:24.240
00:16:24.879 --> 00:16:26.879
00:16:27.039 --> 00:16:27.279
00:16:27.440 --> 00:16:29.919
00:16:30.080 --> 00:16:32.159
00:16:32.480 --> 00:16:32.720
00:16:32.799 --> 00:16:42.559
00:16:43.120 --> 00:16:57.200
00:16:57.440 --> 00:17:05.200
00:17:05.359 --> 00:17:15.440
00:17:15.759 --> 00:17:20.480
00:17:20.720 --> 00:17:34.480
00:17:34.799 --> 00:17:41.839
00:17:42.079 --> 00:17:46.480
00:17:46.559 --> 00:17:50.160
00:17:50.319 --> 00:17:55.279
00:17:55.440 --> 00:17:58.000
00:17:58.240 --> 00:18:02.079
00:18:02.319 --> 00:18:06.400
00:18:06.720 --> 00:18:14.799
00:18:15.200 --> 00:18:19.440
00:18:19.599 --> 00:18:21.759
00:18:21.920 --> 00:18:30.640
00:18:30.960 --> 00:18:33.519
00:18:33.839 --> 00:18:36.079
00:18:36.240 --> 00:18:37.279
00:18:37.519 --> 00:18:39.759
00:18:40.000 --> 00:18:43.519
00:18:43.759 --> 00:18:44.720
00:18:44.960 --> 00:18:49.759
00:18:50.319 --> 00:18:57.200
00:18:57.680 --> 00:19:13.599
00:19:13.920 --> 00:19:19.359
00:19:19.839 --> 00:19:22.000
00:19:22.240 --> 00:19:26.319
00:19:26.480 --> 00:19:29.680
00:19:30.079 --> 00:19:38.319
00:19:38.640 --> 00:19:47.200
00:19:47.440 --> 00:19:53.440
00:19:53.599 --> 00:19:57.440
00:19:57.599 --> 00:20:06.640
00:20:07.119 --> 00:20:16.319
00:20:49.759 --> 00:20:51.440
00:20:51.680 --> 00:20:56.559
00:20:56.720 --> 00:21:05.039
00:21:05.680 --> 00:21:07.599
00:21:07.920 --> 00:21:12.160
00:21:12.480 --> 00:21:15.680
00:21:16.000 --> 00:21:21.759
00:21:22.000 --> 00:21:26.720
00:21:27.200 --> 00:21:33.759
00:21:33.920 --> 00:21:38.799
00:21:40.240 --> 00:21:46.079
00:21:46.240 --> 00:21:51.359
00:21:51.519 --> 00:21:56.000
00:21:56.160 --> 00:22:04.799
00:22:04.960 --> 00:22:10.400
00:22:11.119 --> 00:22:17.039
00:22:18.079 --> 00:22:25.759
00:22:26.160 --> 00:22:26.720
00:22:26.880 --> 00:22:38.319
00:22:38.720 --> 00:22:39.200
00:22:39.279 --> 00:22:47.039
00:22:47.200 --> 00:22:54.240
00:22:54.559 --> 00:22:54.880
00:22:54.960 --> 00:22:56.559
00:22:56.799 --> 00:23:05.839
00:23:05.920 --> 00:23:12.319
00:23:12.480 --> 00:23:14.640
00:23:14.880 --> 00:23:30.400
00:23:30.960 --> 00:23:39.200
00:23:39.440 --> 00:23:47.200
00:23:47.680 --> 00:23:51.440
00:23:51.839 --> 00:23:54.319