Look What I Avoided for You

Excerpt from the book Antifragile

Consider this need to do-something through an illustrative example. In the 1930s, 389 children were presented to New York City doctors; 174 of them were recommended tonsillectomies [surgically removing the tonsil, a small bell shaped piece of organ hanging inside your throat]. The remaining 215 children were again presented to doctors, and 99 were said to need the surgery. When the remaining 116 children were shown to yet a third set of doctors, 52 were recommended the surgery…note that a death occurs in abo ut every 15000 such operations…every child who undergoes an unnecessary operation has a shortening of her life expectancy.

When you medicate a child for an imagined or invented psychiatric disease, say, ADHD or depression, instead of letting him out of the cage, the long-term harm is largely unaccounted for.

…the doctor who refrains from operating on a back (a very expensive surgery), instead giving it a chance to heal itself, will not be rewarded and judged as favourably as the doctor who makes the surgery look indispensable, then brings relief to the patient while exposing him to operating risks, while accruing great financial rewards to himself.

It’s an underlying human tendency to say ‘Look what I did for you’ than ‘Look what I avoided for you.’

… Continue Reading 

A Powerful Persuasion Hack: The Columbo Tactic

An excerpt from the book The McKinsey Way

If you watched TV in the 1970s, you may remember Peter Falk’s trenchcoat-wearing detective, Lieutenant Columbo. After he finished quizzing a murder suspect about her whereabouts on the night in question, he would pick up his rumpled raincoat and head out the door. As he reached the threshold and was about to leave, he would turn around, stick his finger up to his temple, and say, “Excuse me, ma’am, but there’s something I forgot to ask.” This question invariably gave Columbo the answer he needed to figure out who did it.

If there’s a particular question you need to answer to, or a piece of data that you want, the Columbo tactic is often a good way to get it. Once the interview is over, everybody becomes more relaxed. The interviewee’s sense that you have some power over him will have disappeared. He is far less likely to be defensive, and will often tell you what you need or give you the information you seek on the spot. Try it; it works.

The Columbo Tactic is a psychological maneuver used by persuasion experts. It’s a subtle hack that goes unnoticed if one doesn’t know about it but it can get you what they want from others, i.e., compliance.

I have been at the receiving end of The Columbo Tactic at least once in my life.

In December 2003, I was resigning from my first job. The Vice President invited me to his cabin for an exit interview. He was obviously concerned because I was leaving the company after spending merely five months. The meeting was done in 20 minutes and I was stepping out of his office. Just when my one foot was out of his cabin, he fired the Columbo shot.

“By the way Anshul, are you sure there is no other reason for leaving the company?”

That was 15 years back but now I can connect the dots. The VP did know a thing or two about human psychology and persuasion tactics.

Behind the Curve

There’s an apocryphal account of Bertrand Russel, a British scientist, who was approached by an old lady at the end of his lecture on astronomy.

“Your theory about the earth being round is interesting, but it’s wrong. I’ve got a better theory,” said the little old lady.

“Enlighten me madam.” inquired the scientist politely.

“The world is really a flat plate supported on the back of a giant turtle.” the lady said confidently.

The scientist decided to gently dissuade his opponent by making her see inconsistencies in her position.

“If your theory is correct, madam,” he asked, “what does this turtle stand on?”

“You’re very clever, young man, very clever,” said the old lady. “But it’s turtles all the way down!”

If this conversation happened a hundred years back, you’d not be surprised by the old lady’s argument. After all, the first man-made satellite didn’t go to space until 1957. A century ago, it wasn’t strange to come across smart and educated people who still believed that earth was flat.

… Continue Reading