Fairly solid evidence indicates that those who rely on intuition in their decision-making make more profitable decisions than do others⦠. eighty percent of those company leaders who had doubled their companiesā profits in a five-year period had above-average precognitive powers (intuition).
(p. 249)
At that point, researchers in the fields of business (management and entrepreneurship) and cognitive psychology turned their attention to studying what, exactly, intuition is, under what circumstances intuition is likely to be more or less reliable, and how one might enhance their intuitive capacities. Their work is collapsed here because of the degree to which they referenced each otherās theories and findings.
Like all researchers, they brought their worldview to their work. Thus, without reflecting on this fact, most of the studies generated by these two disciplines begin with the assumption that intuition is a cognitive process that is the result of the operations of an isolated mind: that is, it happens within the mind-brain of the intuiter. This is a starkly different starting point than others who have studied the phenomenon, as will be explained in successive sections. Both business researchers and cognitive psychologists tend to understand intuition to be a cognitive capacity.
System 1 thinking and reasoning [intuition] is hypothesized as evolutionarily the more ancient of the two systems ⦠its core processes are rapid, parallel, and automatic, permitting judgment in the absence of conscious reasoning⦠. System 2 deliberative problem solving is more recent, its core processes are slower, serial, and effortful, permitting conscious abstract reasoning and hypothetical thinking.
(Gore & Sadler-Smith, 2011, p. 304)
It must be noted that the notion that intuitive and deliberative judgment represent the results of two separate processes or systems has been challenged. Kruglanski and Gigerenzer (2011) are among a growing number of researchers who have hypothesized a unimodal model, in which āintuitive and deliberative judgments need not be based on different rules: The very same rules can underlie bothā (p. 98).
Both modelsāthe dual system or process model and the unimodalāposit that intuition is an individual phenomenon. For example, Kruglanski and Gigerenzer (2011) explicitly hypothesize that intuitive judgments, like deliberative ones, are accurate based on individual differences in processing capacity.
As a reflection of the assumption that intuition is a cognitive process within a single mind, the research protocols these researchers have employed focus on a person in an impersonal situation. For example, many of the studies focus on probabilistic inferences, such as requiring the research participants to quickly determine whether or not a city is the state capital (Glockner, 2008). Such judgments may have limited relevance to a clinical context. In the clinical context, there are two subjects. This may lead one to consider the possibility that intuition that involves two or more people may be different in important ways from intuition regarding impersonal objects or problems.
Another difficulty in potentially applying this research to the clinical context is the definition these researchers have used in their work. There is broad agreement that intuition is a response that is triggered with no apparent conscious effort (Hogarth, 2001). The term āresponseā becomes very important to this definition. In the cognitive psychology research, intuition is narrowly defined as the process of decision making that culminates in action (Betsch, 2008; Hogarth, 2010; Lieberman, 2000). It is differentiated from actions that are reflexes or instinctual (Hogarth, 2010). This definition excludes the experience of sudden insight or the acquisition of knowledge or information without a subsequent action. As will become clear, this contradicts the experiences of the therapists in this study.
While the cognitive research posits that intuition is a cognitive process, they agree that intuition has both physical and emotional components, although they disagree on the value of the emotional aspects of the phenomenon. For example, Deutsch and Strack (2008) have suggested that physical stimuli (such as a facial expression) automatically trigger a feeling state in the observers. These feelings are usually categorical, such as pleasant or unpleasant/approach or avoidance. The feelings may culminate in a bodily reaction, like a āgut feelingā (Damasio, 1999, cited in Gore & Sadler-Smith, 2011).
Departing momentarily from the cognitive research, Hans Welling (2005) has identified several feeling states that are regularly associated with the experience of intuition. The first feeling state he identified was a āfeeling of confusion, alertness, or being disturbed or troubledā (p. 25). Another experience may be a pregestaltic experience, expressed in the negative in statements such as āthere is something missing ⦠something is wrongā (p. 26), or it may be expressed in the positive as āa sense of solution, [or] things are falling into placeā (p. 26). One may find oneself with the feeling that something is somehow important āwithout knowing how they are related to oneās feelingsā (p. 26). One feeling that occurs with great regularity is the sense of certitude or feeling that the knowledge gained by the intuitive process is absolutely accurate (Petitmengin-Peugeot, 1999). There may also be a feeling of coherence or that the meaning of something is fully revealed (Charles, 2004; Petitmengin-Peugeot, 1999).
While the cognitive psychologists broadly agree that intuition is the nonconscious processing of information that includes an affective component, there are two very different views on the value of affect, as well as different explanations for how the intuitive process unfolds. One model is represented in the popular literature on intuition. This is the heuristic model, championed by Kahneman (2011). A heuristic is a simplifying shortcut to solve a problem and relies on trial and error. The heuristic model of intuition suggests that past knowledge and experience form cognitive patterns that are then applied to a current situation that shares some important features with those past experiences. The proponents of this model believe that the process is a highly biased operation, as it is the result of ease of retrieval (Kahneman). This, in turn, is an emotion-based process (Kahneman). This bias, according to Kahneman, renders intuition highly unreliable in most circumstances.
The learning theory models suggest a different process and outcome for intuition. These models share the understanding that intuition is the product of implicit learning (see, for example, Plessner, Betsch, & Betsch, 2008, for several such models). Rather than holding that emotions sully the decision-making process, the learning theory models suggest that ā[I]mmediate feelings can reflect the sum of experiences made with an attitude objectā (Betsch, 2008, p. 13). That is, emotions allow one to bypass slower cognitive processes. These researchers tend to credit intuition as more reliable than the heuristic model suggests.
Both the cognitive psychologists and business researchers have studied successful individuals who use intuition in business as well as other professions. Based on the business and cognitive psychology research, Agor (1989) developed a set of guidelines for developing intuition for successful decision making. He suggested that in order to develop intuition, you must first and foremost value the capacity, and develop the intention to use and trust it. This requires time. Agor suggested that you devote time to intuition and create a special space for developing it, tuning in to it on a daily basis. He indicated that you should engage in relaxation exercises to release physical and emotional tension on a daily basis. He likewise recommended a regular meditation practice to quiet the mind. With a quiet mind, Agor suggested you should adopt a stance of openness and receptivity, and enhance your sensitivity to internal and external stimuli. The research he reviewed indicated that honesty is a prerequisite for well-developed intuition. This means that you must develop the ability to observe and release forms of self-deception, develop the courage to face yourself, and ultimately trust yourself. He also recommended participating in nonverbal creative practices, such as art and music. The ability to see and accept things as they are is an important component to intuitive decision making, so blinkering what you want or fear is an important component in developing intuition. Agor also suggested love, acceptance, and nonattachment are important qualities to cultivate. He recommended keeping a journal to note when intuition is accurate and under what circumstance it proves to be inaccurate. Finally, he noted that finding a supportive group of people who accept and encourage the use of intuition will help you on the path to becoming more intuitive.
As will become clear over the course of this book, these suggestions are largely supported by the intuitive psychotherapists whom we interviewed.
The business and cognitive psychology models of intuition are centered on understanding intuition as a process within an individual mind. These processes must culminate in a decision to act in order for these researchers to label the experience intuition. This decision-making process is either tainted by or enhanced by emotional valuations within the operation, depending on which model one adopts. The result of differentially valuing the role of emotions leads to the theorists placing different assessments on the reliability of intuition.