by Ben Hess, Managing Director, ThirdPool Recruiting
We’ll wrap up our short series on making choices today. If you’re just joining us, you may want to catch up by reading the previous Insights on this topic (1,2,3,4).
Researchers believe that choices are made along a continuum from automatic to reflective.
From a Star-Trek perspective, the automatic is Captain Kirk. His choices are based on intuition, emotion, and a gut-level feeling of what to do.
The reflective is Spock. His choices are based on the hyper-logical use of information and data.
Sheena Iyengar advises us that the best choices are made with informed intuition (a healthy mixture of Kirk and Spock).
When a recruiting prospect is in the middle of making a choice between your offer and a competitor’s offer, try to get them to reveal where they are on this spectrum.
To make your choice between our offer and the other offers you’re considering, what factors are most important to you?
Do you tend to make decisions with your gut, or do you need more information to make a good choice?
Based on their answers, you can steer the rest of the conversation in a direction that best supports your offer.
