Not-Invented-Here Bias

Most companies run into the Not-Invented-Here (NIH) bias among their employees. NIH refers to the tendency of people to ignore or undervalue ideas that come from outside, simply because it’s not their idea.

In academia, the same tendency is known by another name: the “toothbrush theory”. It means everyone wants a toothbrush, everyone (usually) has one, but nobody would ever use someone else’s toothbrush! A gross analogy for sure, but it does convey the point.

Scientists encounter the same tendencies in their field. Max Planck, the founder of quantum theory, put it well when he said:
“A new scientific truth does not triumph by convincing its opponents and making them see the light, but rather because its opponents eventually die, and a new generation grows up that is familiar with it.”

I read somewhere that one way to overcome this bias when you want your idea to be accepted is to make it sound like it’s (at least partially) the other guy’s idea! Lead them along until they get to where you wanted them to be in the first place. But that’s very hard to do. A slightly more sophisticated (and easier) version of that could be to deliberately leave a few gaps in the idea and let the others fill them in. That way, the others feel it’s their idea too and buy into it a lot faster. Of course, you should ensure the gaps you leave are aspects you are not too particular about!

Then again, as this conversation in the movie, Inception, indicates, people may catch onto you:
Arthur: Okay, this is me, planting an idea in your mind. I say: don't think about elephants. What are you thinking about?
Saito: Elephants?
Arthur: Right, but it's not your idea. The dreamer can always remember the genesis of the idea.

But you may still succeed with this strategy at the workplace: after all, people’s hunger for (part of the) credit at the workplace will make it easy for them to ignore the true origin of the idea!

Comments

  1. KumarJanuary 13, 2011 at 3:40 PM

    With human beings, psychology more often triumphs rather than truth! In my working days I have found the truth of what you say.

    I also saw another aspect. People accept the versions coming from the people who are pleasant in their speech more easily and resist those who are unpleasant - irrespective of the merit/demerit of their point. I would therefore say that, apart from working out psychological tactics to make people come around, it is also worthwhile to be a pleasant person in general. The truth of this may not be evident but if you observe keenly you will know.

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