When discounting gets in the way

Discounting refers to behaviors that discourage new ideas or that neglect to affirm them. This practice can be costly to the organization. Not only does it thwart expression of creative suggestions, discounting also motivates individuals to take revenge. Thus, interpersonnal relations in the company are weakened. To train employees to listen without criticizing, a simple exercise is suggested wherein participants are paired. One plays the problem owner and the other the idea-generator. Initially, the former answers pre-established questions. Next, the latter is asked to produce a solution to the problem. The problem owner is then required to say three things likable about the proffered solution. Then, the owner is allowed to say concerns about the suggestion. The partners are then tasked to work on those concerns. The task is repeated. This time, the parties reverse their roles. Because discounting is minimized, willingness to suggest ideas is encouraged.