Priming

I admit, priming is something I often use, and in most of the situations unconsciously. And I observe this pattern in my peer group as well.

Priming is a psychological phenomenon that influences our thoughts and behaviors by exposing us to certain stimuli. In the context of decision-making in teams, priming plays a significant role in shaping perceptions, biases, and ultimately, the choices we make.

Priming can be as simple that in the start of a negotiation the first ballpoint mentioned is considered as priming. Whatever the next statement will be – it is influenced by the first mention.

Research in psychology has shown that subtle cues or reminders can significantly impact decision-making processes. For example, studies have demonstrated that exposure to words related to age, such as “wisdom” or “senior,” can influence individuals to act more conservatively or make decisions aligned with stereotypes associated with older adults.

Priming often happens through HiPPOs.

In team settings, priming can exert a powerful influence on collective decision-making. For instance, if team members are primed with words related to competition or success before a brainstorming session, they may approach discussions with a more competitive mindset, focusing on individual achievements rather than collaboration.
Simple solution: use few minutes in silence where every team member writes down their thought, opinions or suggestions to the topic.

Moreover, priming can also shape the interpretation of information and the evaluation of alternatives within teams. For example, if a team is primed with positive words or images before reviewing project proposals, they may exhibit a more optimistic outlook and perceive the proposals more favorably.

It’s essential for teams to be aware of the potential effects of priming on decision-making and take steps to mitigate its impact. By fostering a culture of mindfulness and critical thinking, teams can become more resilient to the influence of priming and make decisions based on objective analysis rather than subconscious cues.

If you want to know more about priming and similar effects, read the book “Thinking, Fast and Slow” ²

Links:

https://en.wikipedia.org/wiki/Priming_(psychology)

² Kahneman, D. (2011). Thinking, Fast and Slow. Farrar, Straus and Giroux.