Harrison, Allen F. and Bramson, Robert M., Ph.D.
The Art of Thinking: Strategies for Asking Questions, Making Decisions, and Solving Problems.
New York: Berkley Books, 1984.
They propose that there are five Styles of Thinking: namely, Synthesists, Idealists, Pragmatists, Analysts, and Realists.
| Synthesist |
Idealist |
Pragmatist |
Analyst |
Realist |
|
| How to know When you see one |
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| Grand Strategy |
The Dialectic |
Assimilative Thinking |
Contingency Approach |
Search for the One Best Way |
Empirical Discovery |
| Strategy # 1 |
Open Argument & Confrontation |
Focus on the Whole |
Moving one step at a Time |
Systematic Analysis of Alternatives |
Setting Hard Objectives |
| Strategy # 2 |
Asking Dumb-Smart Questions |
The Long-Range View |
Experiment & Innovation |
The Search for More Data |
The Resource Inventory |
| Strategy # 3 |
Participating from the Sidelines |
Setting Goals & Standards |
Looking for Quick Payoff |
Conservative Focusing |
Getting to Specifics |
| Strategy # 4 |
Suspending Opposing Ideas |
Receptive Listening |
Tactical Thinking |
Charting the Situation |
Simplification |
| Strategy # 5 |
Speculation & Fantasy |
Search for Aids to Agreement |
The Marketing Approach |
Constructive Nit-picking |
Using Expert Opinion |
| Strategy # 6 |
Proposing "Far-Out" Solutions |
Humanizing the Argument |
Contingency Planning |
Deductive Reasoning |
Incisive Correction |
| Strategy # 7 |
Negative Analysis |
p.55f |
p.6p.9f |
p.82f |
|
| Strength & Liabilities |
produces unusual solutions to problems, but attract to strange things |
Commit to a certain method & approach & a set of basic values |
Frequency: IA>AR>SI>IR>PR>IP>AP>AS>SP>SR>"Three-Way" Thinker (2%)
| Synthesist (S) |
Idealist (I) |
Pragmatist (P) |
Analyst (A) |
Realist (R) |
|
| Synthesist (S) |
-------------------- |
SI: p.89 oppose AR Speculative, process-oriented, interested in "Whys" of things. Need admired by others |
SP: p.96 adaptive, dialectic , eclectic, conflict-oriented |
AS: p.94 |
SR: p.96 |
| Idealist (I) |
-------------------- |
IP: p.92 pragmatic, high standards & goals, high concern for people issues. |
IA: p.86 broad, future-oriented, comprehensive, planned view of things. Mostly design engineers. |
IR: p.90 Receptive & immediately helpful; get things done quick & good. Mostly nurses. Practical, concrete, and immediate. Overcommitted to help others & resentful if not acknowledged by them. |
|
| Pragmatist (P) |
-------------------- |
AP: p.93 |
PR: p.91 |
||
| Analyst (A) |
-------------------- |
AR: p.87 highly task-oriented & objective |
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| Realist (R) |
-------------------- |
Strategies to influence specific type of thinkers (your target is a ….)
| Synthesist (S) |
Idealist (I) |
Pragmatist (P) |
Analyst (A) |
Realist (R) |
|
| Their characteristics |
The Medium is the Message |
supportiveness & receptivity |
Don’t knock opportunity |
reasons |
|
| Strategy # 1 |
The Cajoling Specific |
“Can you help me with My Problem?” |
Bargain, Always Bargain |
Learn to Love the Great Stone Face |
Go to the Point, Quickly |
| Strategy # 2 |
“Don’t Bother Me with Facts” |
Appeal to High Standards |
Let ‘Em Be Likeable |
Do your Homework |
Be Concise |
| Strategy # 3 |
Fighting Can be Fun |
“Keep in touch” |
Pick Up on the “messages” |
Be logical, Be Orderly |
“Firm but Fair” |
| Strategy # 4 |
“Which Way Did it Go?” |
Help them Not to Be Nice |
Take a Marketing Stance |
Let them Data You to Death |
Encourage Appropriation |
| Strategy # 5 |
Seriously, Play Around a Lot |
Avoid Conflict Like the Plague! |
The Win-Win Compromise |
Look for the Theory |
Give Control |
| Strategy # 6 |
Incisive Correction |
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| Strategy # 7 |
p.82f |