Academy of Management

By Daniel Butcher

Getting your hopes up that a work conversation or meeting will go really well, before it actually goes poorly, can be disappointing. But there’s a reason why self-help gurus tell their disciples to focus on positive visualization: Focusing on negative potential outcomes can be a self-fulfilling prophecy.

Academy of Management Scholar Kris Byron of Georgia State University said that imagined interactions set the bar for any actual interaction. She and coauthor Beth Schinoff of the University of Delaware outlined three likely outcomes of an actual interaction depending on the realism of the imagined interaction in an Academy of Management Review article:

• Confirming expectations
• A positive expectancy violation (it goes better than expected)
• A negative expectancy violation (it goes worse than expected)

“The big thing is following through on imagined interactions to have actual interactions—the downside would be if you just came up with one single way that this might go down, and then it turns out really different, and you’re blindsided, because you’re completely unprepared,” Byron said. “For example, let’s say that you imagined, ‘Oh my gosh, they’re all going to put me on their backs and celebrate and shout, ‘This is the best thing we’ve ever heard of!’ and then, in fact, it’s nothing like that at all—they say, ‘This is the stupidest thing I’ve ever heard.

“You’re not only going to be unprepared; you’d have a hard time dealing with your emotional response to that to really be effective,” she said. “And so that would be the downside. This is a theme: Being overconfident does not serve people well ever, really.”

Negative visualization

Imagined interactions can focus on:

• Influencing people to avoid negative results
• Preventing conflict with a difficult colleague
• Releasing negative emotions to avert an angry outburst
• Avoiding an embarrassing social blunder.

But negative imagined interactions can block taking action.

“A possibility is that if you’re very negative, if you think of the worst all the time, you might not engage in an actual interaction—you might avoid conversation,” Byron said. “One of the examples we found in the literature was a person who wanted to go part-time at work before retiring—he wanted a phaseout easing back on his work schedule as he approached retirement, but he never asked, because he imagined how this conversation would go down, and it did not turn out favorably for him in his mind, so he never asked.

“That’s a problem—if you’re expecting the worst and that prevents you from taking an action, then that is not a good outcome either,” she said. “It’s really important to make sure that you’re thinking through the possibilities. But don’t let yourself get convinced that this is the only way, that this is the only possible outcome.”

Author

  • Daniel Butcher is a writer and the Managing Editor of AOM Today at the Academy of Management (AOM). Previously, he was a writer and the Finance Editor for Strategic Finance magazine and Management Accounting Quarterly, a scholarly journal, at the Institute of Management Accountants (IMA). Prior to that, he worked as a writer/editor at The Financial Times, including daily FT sister publications Ignites and FundFire, as well as Crain Communications’s InvestmentNews and Crain’s Wealth, eFinancialCareers, and Arizent’s Financial Planning, Re:Invent|Wealth, On Wall Street, Bank Investment Consultant, and Money Management Executive. He earned his bachelor’s degree from the University of Colorado Boulder and his master’s degree from New York University. You can reach him at dbutcher@aom.org or via LinkedIn.

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