Idealism

When faced with a choice, research shows that individuals tend to be more pragmatic than idealistic. In contrast, when providing advice to others, individuals are more idealistic.

Say you’re about to apply for a new job. The first job may be low paid but could position you in a field that excites and interests you. The second job may not excite you but pays well.

In these hypothetical scenarios we like to believe we’d pursue our dreams but more often than not we move towards the safer option.

However, because our friends and colleagues are not entangled with the complications and reality of the choice, they are more likely to advise you to pursue the idealistic option.

These outcomes can be explained by an interesting line of research, which shows that distance from an event, such as a choice, makes us think in more expansive and open ways. However, when we are closer to the event, our thinking becomes more specific and we tend to focus on complications.

Think about how this plays out at work. You’ve been asked to advise on an important decision. Seeing the forest from the trees, you advise the tougher option that will generate the best quality outcome in the long-term.

Your manager ultimately selects the path of least resistance. You feel deflated. But what would you do in his or her shoes when genuinely faced with the same choice? Research demonstrates that when advisers are asked to put themselves in the shoes of the chooser, they also select the practical option.

Can being more pragmatic make your advice more convincing?