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Women Of The Channel 2014: Use Your Brain And Win In Business

Holly Green, CEO of The Human Factor, offered her tips and tricks for female executives to sharpen their leadership and decision-making skills at CRN's Women of the Channel West event.

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Ladder of Inference

The brain goes through a specific process before it takes action.

That process is best illustrated by Chris Argyris's ladder of inference, Green said.

The bottom rung of that ladder is observations and experiences. The brain then moves up the ladder to pick out data based on those observations. Meanings are then added based on a person's experiences. Assumptions are then formed based on those meanings and conclusions. The final two runs of the ladder are adopted beliefs and then action.

Green suggests people get to know this ladder of inference so they can pause at each step of the ladder to question whether the conclusions they've made could be wrong or if they've considered other options or need more information before acting on something.

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